Pursuit Lead, Google Cloud

Google•Apply•Published 20 hours ago•First seen 19 hours ago

The Google Cloud Consulting (GCC) team is evolving to meet the demands of enterprise AI transformation. As a Pursuit Lead (PL), you will act as the growth engine and primary services connection point for Google Cloud's customer transformations. Partnering closely with Sales leadership, this role defines the holistic services and transformation strategy for an assigned customer portfolio, driving repeatable, end-to-end success. You will serve as a trusted advisor, owning the services architecture and positioning the value proposition of Google Cloud services from initial concept through execution to accelerate Google Cloud Platform (GCP) adoption, ensuring an exceptional customer experience, and maximizing Google Cloud business.

In this role, you will be expected to be on the customer site approximately 40% of the time.

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

Own the business life-cycle, from qualification to delivery handoff. Identify new opportunities within the Google Cloud Consulting (GCC) portfolio to drive growth and pipeline velocity.
Lead "Solution Decomposition" to translate business use cases into actionable delivery models and high-integrity Statements of Work (SOWs). Define scope, outcomes, and financials.
Partner with sales and customer engineering to architect service strategies. Pitch GCC value including consulting and training to C-suite stakeholders to accelerate cloud adoption.
Lead agreements and pricing (e.g., IMSAs, PSAs, SOWs) with Legal teams. Manage funding mechanisms to optimize customer investment.
Manage a holistic services book of business, including opportunity prioritization, pipeline hygiene, and booking forecasts to ensure consistent business goals.

Minimum qualifications:

Bachelor's degree in Computer Science or related technical field, or equivalent practical experience.
8 years of experience in professional services sales, cloud consulting, or technical pursuit management, specifically within a SaaS/Cloud environment.
Experience in Customer Relationship Management (CRM) platforms (e.g., Salesforce) and managing a services pipeline/forecast.

Preferred qualifications:

MBA or Master's degree in a relevant field.
Ability to drive business outcomes and consumption acceleration through governance and execution oversight of signed engagements.
Demonstrated track record of leading commercial agreements, including SOW development, margin analysis, and legal terms for multi-million dollar deals.