Director, Global Business Development, Google Cloud

Minimum qualifications:

• Bachelor’s degree in Management, Business, Marketing or equivalent practical experience
• 15 years of experience in Business-to-Business inside sales, sales strategy, or similar sales or marketing function
• Experience leading a central lead generation function end-to-end, from operating model design to business performance management
• Experience in driving results in matrixed global organizations and mixed-model business development teams (full time employee, vendors)

Preferred qualifications:

• Master’s degree in a Management or Engineering field
• Experience in building optimized operating models for business development, lead generation, inside sales or digital sales functions
• Experience with defining and implementing global programmatic initiatives focused on sales productivity and revenue growth
• Ability to engage directly and build trust with executive stakeholders across regional and central sales, marketing and finance teams to align on goals and measurable outcomes
• Ability to identify and pursue resourcing efficiency opportunities through vendor-focused models, including vendor supplier negotiations

As the Global Business Development Director you will be joining the GTM Strategy & Operations organization, reporting directly to the COO, to lead the creation of a globally unified and industry best business development motion with repeatable best practices and tools to drive growth, working closely with regional BDR (Business Development Representative) teams. BDRs represent a critical function for on-target revenue attainment, successful priority solution launches and implementing strategic fiscal year priorities in support of the larger GTM organization.

In this pivotal role, you will be driving significant impact for our revenue growth by assessing current state productivity increase opportunities for the BDR function, designing the next evolution of the organization’s operating model and establishing the necessary building blocks for implementing the new motion. You will be driving alignment on a unified BDR strategy, including performance management and measurement, working across marketing demand generation and sales BDR (field, regional and specialist) organizations.

As part of defining an ambitious future state, you will be building a multi-year plan for pursuing best practice resourcing models; including a scalable, optimized, high performance and globally distributed vendor strategy. Collaborating cross-functionally with regional BDR|SDR teams, the Vendor Management Office (VMO) and other sales and marketing stakeholders, you will be managing vendor relationships end-to-end, covering aligned success criteria and metrics, initial engagement, ongoing SLA and performance management.

You will also be responsible for establishing a centralized operational cadence to drive cohesion, measurability, and consistency in support of executive leadership decision-making forums and global collaboration across stakeholder teams.

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 $216,000-$310,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target salaries for the position across all US locations. 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.

• Define, build, and implement the evolution of the current BDR operating model; including a new vendor strategy between GTM and VMO and establishing a consistent rhythm of business.
• Develop a future state BDR operating model while partnering deeply with internal stakeholders, engage vendor companies to assess capabilities, and manage current relationships.
• Drive alignment on sales and marketing BDR performance tracking to deliver business strategies, revenue goals, and outstanding customer experience. 
• Drive strategy and executive leadership thinking by working in a matrixed organization across central and regional teams, having dotted-line management of marketing, regional, and specialist vendor BDR resources along with vendor relationship management.
• Evaluate and drive support for enabling/developing AI-enabled tools that drive efficiency and exceptional customer experiences.