Manager, Strategic Hardware Partnerships, Business Development

\As a Manager, Business Development, you will focus on Strategic Hardware, OEM/ODM, and AI Infrastructure Partnerships. You will be part of the Ecosystem and Channels team and will be responsible for selecting, evaluating, defining, and negotiating some of Google’s most strategic, complex, and impactful hardware supply chain and go-to-market partnerships. This includes structuring unconventional business models across OEMs, ODMs, distributors, and key silicon/component suppliers to accelerate strategic priorities such as business growth, technology adoption, capacity scaling, and solution completeness. Drawing on expertise in qualified distribution models, manufacturing incentives, and complex supplier GTM dynamics—exemplified by ecosystem benchmarks like the Nvidia-to-Dell relationship—you will evaluate financial and strategic potential to design resilient, scalable, and highly structured partnership models.

In this role, you will build strategic relationships and joint growth plans with key OEM/ODM partners, hardware suppliers, and distribution channels as they make pivotal financial, technical, and supply chain commitments with Google Cloud. You will collaborate with internal and external stakeholders—including Product, Engineering, Supply Chain, Finance, Legal, and Executive Leadership—to execute full lifecycle partnership ideation, agreement structuring, and contract execution. You will define, develop, and operationalize innovative GTM strategies, financing constructs, and hardware distribution frameworks to unlock market opportunities and accelerate global infrastructure expansion.

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.

Responsibilities

• Identify, evaluate, and execute end-to-end business development initiatives across the hardware supply chain, engaging key OEMs (e.g., Dell, HP, SuperMicro), ODMs (e.g., Quanta), silicon providers, and distributors to expand Google Cloud’s ecosystem.
  
• Structure and negotiate complex supplier and channel GTM frameworks, leveraging deep expertise in Qualified Distribution, manufacturing incentives (MDFs, GTM rebates), and flexible financing constructs.
  
• Drive global sourcing enablement for AI/GPU platforms, aligning technical infrastructure capabilities with strategic hardware supply chain objectives.
  
• Manage a portfolio of high-impact agreement-structuring engagements, applying models derived from advanced OEM-supplier dynamics (e.g., Nvidia/Dell co-sell and supply chain models) to build resilient infrastructure and GTM solutions.
  
• Bridge engineering, global sourcing, and commercial GTM strategies to define innovative commercial structures, business-share mechanics, and distribution channels.

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 15 years of experience in hardware business development and hardware supply chain strategy in on premise or hosted technology infrastructure, or AI sectors.
• Experience negotiating and managing partnerships with hardware OEMs, ODMs, component suppliers, and global distribution channels.
  
• Experience leading global sourcing enablement for next-generation AI and GPU infrastructure platforms.

Preferred qualifications:

• Master’s degree in Business Administration, Supply Chain Management, Engineering, Computer Science, or equivalent practical experience.
  
• Experience in driving business strategies and initiatives with C-level stakeholders.
  
• Understanding of advanced data center infrastructure, including liquid cooling, thermal architecture, and rack/chassis mechanical specifications.
• Ability to build and manage strategic customer and vendor relationships with top hardware OEMs and ODMs, such as Dell, Quanta, and ASUS.
  
• Ability to design and execute innovative GTM commercial models, financing schemes, and supply chain agreements with key C-suite stakeholders.
  
• Ability to work in a rapidly changing industry and collaborating with cross-functional stakeholders.