As the Strategic Deal Economics Lead, you will step into a critical role. Working closely with the "Strategic Deals and Frameworks" lead, your mission is to bring financial aptitude, quantitative consistency, and comparative integrity to Google Cloud's most critical goals partner agreements (GSIs, MSPs, ISVs, and high-growth AI startups).
Your primary objective is to move past bespoke, "one-off" financial models and establish a standardized, repeatable economic framework across our partner portfolio. You will ensure that different strategic deals have a fair, structured, and consistent baseline: similar commercial terms, comparable performance metrics, standardized Return on Investment (ROI) models, and true evaluations of deal numbers over multiple years.
By defining, following, and refining this deal economics discipline, you will serve as a key custodian of "the purse," ensuring Google Cloud knows exactly what terms (and exceptions) are being committed globally and that every dollar invested drives positive ROI.
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.Individual pay is determined by factors including job-related skills, experience, and relevant education or training.
US: $140000 - $205000 (USD) + 15% bonus target + equity + benefits
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benefits at Google.
Responsibilities
- Build financial models evaluating pricing, discounts, and strategic investments. Normalize baselines across partners to clarify relative profitability and margins. Design ROI formulas capturing direct consumption and indirect ecosystem value.
- Enforce fair frameworks to ensure comparable terms for similar performance. Track custom exceptions and concessions to safeguard cloud margins. Predict long-term impacts of multi-year agreements on consumption trends.
- Map financial incentives directly to quantifiable Key Performance Indicators (KPIs) like customer adoption. Standardize metrics across deal types to eliminate payout ambiguity.
- Align with Finance and Deal Desk before final executive approvals. Translate complex data into concise executive visualizations and briefs.
Minimum qualifications:
- Bachelor's degree in Finance, Economics, Business, Mathematics, Statistics, or a related quantitative field, or equivalent practical experience.
- 8 years of experience in corporate finance, deal desk, commercial strategy, partner economics, or pricing within a cloud or enterprise software environment.
- Experience building, presenting, or defending financial models or return on investment (ROI) calculations for business-to-business (B2B) commercial transactions.
Preferred qualifications:
- MBA, Master’s degree, or advanced professional certification in corporate finance/economics.
- Experience modeling large financial datasets and translating complex commercial variables into structured variables using SQL, BigQuery, or advanced quantitative analytics platforms.
- Deep understanding of hyperscale cloud partner economics, co-sell motions, two-tier channel dynamics, and GSI/MSP agreement structures.
- Ability to drive financial discipline and enforce consistent frameworks within a changing sales environment, successfully balancing dynamic deal velocity with strict fiscal governance.
Note: By applying to this position you will have an opportunity to share your preferred working location from the following:
Kirkland, WA, USA; Seattle, WA, USA; San Francisco, CA, USA; Sunnyvale, CA, USA.
Applicants in San Francisco: Qualified applications with arrest or conviction records will be considered for employment in accordance with the San Francisco Fair Chance Ordinance for Employers and the California Fair Chance Act.
In accordance with Washington state law, we are highlighting our comprehensive benefits package, which is available to all eligible US based employees. Benefits for this role include:
- Health, dental, vision, life, disability insurance
- Retirement Benefits: 401(k) with company match
- Paid Time Off: 20 days of vacation per year, accruing at a rate of 6.15 hours per pay period for the first five years of employment
- Sick Time: 40 hours/year (increased to 69 hours/year for Seattle) including 5 discretionary sick days per instance
- Maternity Leave (Short-Term Disability + Baby Bonding): 28-30 weeks
- Baby Bonding Leave: 18 weeks
- Holidays: 13 paid days per year