Commercial and Partner Team Leader, PSO
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MINIMUM QUALIFICATIONS:
- Bachelor's degree in Business, Finance, Law, or equivalent practical experience.
- 10 years of experience in a technical project management or a customer-facing role.
- Experience managing the end-to-end services agreement life-cycle, including qualification, scoping, pricing, custom agreement structuring, and negotiation.
- Experience in technology commercial management, services sales operations, agreement desk, or agreement negotiation in an enterprise software or cloud services environment.
PREFERRED QUALIFICATIONS:
- Master’s degree in Business, Statistics, Mathematics, Economics, Engineering or Applied Science, or a related field.
- 10 years of experience managing projects and working with analytics, software coding, or customer-side web technologies.
- Experience operating within a hyper-scale cloud professional services organization or a major Global Systems Integrator (GSI).
- Deep familiarity with modern cloud business models, consumption-based forecasting, and funding mechanics (e.g., services credits, incentives, and investment programs).
- Excellent executive presence and communication skills, with a track record of driving consensus across large, complex, matrixed organizations (including Engineering, Sales, Legal, and Finance).
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ABOUT THE JOB:
As a part of the Commercial Manager for the EMEA Google Cloud Consulting (GCC) Professional Services Organization (PSO), you will be dedicated to enabling high-velocity, high-quality services transactions. You will act as the key commercial architect and gatekeeper for EMEA PSO engagements, with a primary focus on agreement quality, commercial integrity, and risk governance. You will partner closely with Sales, Pursuit Leads, Delivery Executives, Legal, Finance, and regional leadership, ensure that custom agreements, Statements of Work (SOWs), and partner subcontracting agreements balance overall business risk and reward. You will drive adherence to commercial guardrails, lead complex agreement structuring, and protect Google’s financial and delivery margins. Google creates products and services that make the world a better place, and gTech’s role is to help bring them to life. Our teams of trusted advisors support customers globally. Our solutions are rooted in our technical skill, product expertise, and a thorough understanding of our customers’ complex needs. Whether the answer is a bespoke solution to solve a unique problem, or a new tool that can scale across Google, everything we do aims to ensure our customers benefit from the full potential of Google products.
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RESPONSIBILITIES:
- Govern the application of standard and non-standard agreements terms across EMEA, managing escalations in accordance with established PSO SOW Guardrails.
- Eliminate low-yield or commodity services engagements, guiding teams to shift commodity lift-and-shift work to partners while securing high-value architectural governance.
- Partner with Pursuit Leads and Sales to draft, review, and structure custom services agreements, implementation schedules, and custom SOWs (go/pso-tsa-process).
- Navigate complex enterprise customer negotiations alongside Legal and Field Sales to secure mutually acceptable commercial terms while safeguarding Google Cloud interests.
- Ensure a seamless transition from "presales" to "delivery" by validating that technical proposals map accurately to signed commercial packages.
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