Google's line of products and services to our clients never stops growing. The Partnerships Development team is responsible for seeking and exploring new opportunities with Google's partners. Equipped with your business acumen and extensive product knowledge, you are right on the front line of interacting with our partners, and helping them find ways to grow using Google's newest product offerings. Your knowledge of relevant verticals and relationships with key industry players will help shape our great applications and content for products such as YouTube, Google TV and Commerce.
Workspace Ecosystem defines the common strategy for third party integration with our Workspace products and services. This includes managing data access at scale, balancing the differences between the interfaces for each product and ensuring we can protect user data, protect Workspace value and provide fair and useful access to Workspace services through integrated partner solutions. This covers everything from extending our current platforms (Marketplace, UI Kit, REST APIs, Workspace Add-ons, etc.) to defining and growing new interfaces (MCP, CLI, connectors, skills, etc.). We work across Workspace product teams to help align these efforts to a common framework and set of goals.
The Principal Commercial Lead is the business owner driving ecosystem facilitate agreements, commercial strategy, and developer adoption for the Workspace Developer Platform. In this customer-facing role, you will operate at the intersection of Product Engineering, Go-To-Market (GTM) teams, and third-party developer networks. You will be responsible for cementing the commercial frameworks—including facilitate agreements, quota rules, and billing models—that recognize appropriate value of Workspace for third-party developers.
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: $176000 - $255000 (USD) + 20% bonus target
Learn more about benefits at Google.
Responsibilities
- Discuss and structure complex, high-value commercial and integration agreements with global Independent Software Vendors (ISVs) and developer platform partners.
- Collaborate with Enterprise Sales, Product Management, and Customer Success leaders to launch unified solution packages and programs.
- Articulate trade-offs and impact, business cases, and pricing structures to close agreements effectively.
- Act as the executive bridge translating technical platform capabilities into value propositions for third-party developers.
- Manage platform marketplace guidelines, developer terms of service, and risk compliance in partnership with Legal teams.
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 10 years of experience in enterprise software commercial leadership, business development, SaaS business generation, or cloud developer ecosystem management
- Experience working with C-level executives and cross-functionally across all levels of management.
- Experience managing agreements or partnerships.
- Experience with API-driven platforms, cloud integrations, SaaS architectures, and modern developer platforms.
Preferred qualifications:
- Master's degree or other advanced degree.
- Excellent communication and presentation skills, with a demonstrated ability to interface confidently with C-level client executives.
- Proven track record of independently facilitating, structuring, and closing complex, multi-party commercial agreements with global partners or ISVs.