Strategic Deal Economics Lead, Google Cloud

About the role

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.

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.

Requirements

• 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.

Qualifications

• Minimum qualifications: Bachelor's degree in Finance, Economics, Business, Mathematics, Statistics, or a related quantitative field, or equivalent practical experience.
• Preferred qualifications: MBA, Master’s degree, or advanced professional certification in corporate finance/economics.

Skills

• Financial modeling and analysis.
• Return on Investment (ROI) calculations.
• Partner economics and co-sell motions.
• SQL, BigQuery, or advanced quantitative analytics platforms.
• Financial discipline and fiscal governance.

Benefits

• Health, dental, vision, life, disability insurance.
• Retail 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.

Pay

$140,000 - $205,000 (USD) + 15% bonus target + equity + benefits

Schedule

Full-time