The Google Cloud Consulting (GCC) team is evolving to meet the demands of enterprise Artificial Intelligence (AI) transformation. As a Pursuit Lead (PL), you will act as the growth engine and primary services connection point for Google Cloud's customer transformations. You will partner closely with Sales leadership, this role defines the holistic services and transformation strategy for an assigned customer portfolio, driving success. You will serve as a trusted advisor, owning the services architecture and positioning the value proposition of Google Cloud services from initial concept through execution to accelerate Google Cloud Platform (GCP) adoption, ensuring an exceptional customer experience, and maximizing Google Cloud business.
In this role, you will be expected to be on the customer site approximately 40% of the time.
Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s cutting-edge technology, and tools that help developers build more sustainably. Customers in more than 200 countries and territories turn to Google Cloud as their trusted partner to enable growth and solve their most critical business problems.
The US base salary range for this full-time position is $174,000-$252,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.
Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google.
Responsibilities
- Act as the primary services expert, collaborating with Sales and Customer Engineering to develop regional GCC strategies, influence account plans, and accelerate customer adoption.
- Manage the complete services business process, from lead qualification to delivery, ensuring operational excellence in forecasting, pipeline management, and opportunity prioritization.
- Lead solution decomposition by translating complex customer use cases and requirements into defined project goals, actionable delivery models, and comprehensive Statements of Work (SOWs).
- Position the full value of the GCC portfolio, leading all commercial and agreement negotiations with customers, Legal, and agreement teams to drive agreements to closure.
- Build trusted advisor relationships with new customers early in the business cycle and manage strategic alliances with our Professional Services Organization to determine project goals, define success criteria, and create Statements of Work for customer-related projects.
Qualifications
Minimum qualifications:
- Bachelor's degree in a business or technical field, or equivalent practical experience.
- 10 years of experience in customer-facing roles (e.g., driving professional services or transformation strategies) in the cloud or enterprise technology domain.
- Experience in Google Cloud Platform (GCP) technologies, services, and adoption frameworks.
- Experience managing commercial agreement pursuit and services agreements life-cycles (e.g., qualification, scoping, proposal development, and negotiation).
- Experience with executive-level customer relationships (e.g., acting as a advisor or portfolio leader).
Preferred qualifications:
- Master's degree in a Management, Technical, or Engineering field.
- Experience in value consulting, proposal development, and execution with public cloud providers like Google Cloud.
- Experience collaborating with channel partners, systems integrators, and third-parties to deliver and manage implementation of solutions.
- Knowledge in IT operations, database systems, networking, IT security, application development, service architecture, cloud-native application development, hosted services, storage systems, or cyber security.
- Ability to communicate fluently in English and French fluently to support client relationship management in this region.