GTM Commercial Programs Lead, Data Practice, Google Cloud

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 7 years of experience in go-to-market (GTM) strategy, commercial program management, business development, management consulting, or sales operations within the enterprise software/cloud technology industry.
• Experience working with executive-level clients or stakeholders.
  
• Experience designing, executing, or managing cloud commercial frameworks, consumption-based incentives, or migration funding programs.
• Experience supporting cloud databases, data warehousing, or data analytics software portfolios.
• Experience designing and executing GTM programs or commercial incentive frameworks from concept to global launch.

Preferred qualifications:

• MBA or Advanced degree in business, finance, or a related field.
• Experience with complex enterprise contract structuring, committed usage discounts (CUDs), subscription-like savings plans, or cloud-migration funding mechanisms.
• Deep understanding of the enterprise data migration lifecycle, including data assessment, schema conversion, and transition models.
• Strong familiarity with modern data platform architectures and databases (e.g., BigQuery, Cloud SQL, AlloyDB, Snowflake, Databricks, Oracle, or SQL Server).
• Exceptional collaboration and stakeholder management skills with the ability to influence cross-functional, matrixed teams across Product Management, Finance, Legal, and Sales in a fast-paced environment.

About the job:

Google Cloud helps millions of organizations empower their employees, serve their customers, and build what’s next for their business. Our products are engineered for security, reliability, and scalability, running from infrastructure to applications, devices and hardware, and with a fully integrated AI stack. Our teams are dedicated to helping our customers and partners see the benefits of our technology come to life.

The GTM Programs team for Google Cloud delivers an integrated portfolio of commercial programs that drive profitable customer acquisition and growth. It sits within Global Practice GTM, a central organization that owns the development and activation of go-to-market plans across all product areas for Google Cloud. GTM Programs is a team of builders who are able to create new programs, offers, and engines to drive business impact at a global scale.

As the GTM Programs Lead for the Data Practice, you will be the strategic architect behind the commercial frameworks and incentive programs that drive Google Cloud’s database and data analytics migrations. Sit at the intersection of sales strategy, product engineering, finance, and operations, you will design and execute scalable GTM programs that help enterprise customers modernize databases, migrate legacy data warehouses, and adopt cutting-edge cloud data and AI platforms.

In this role, you will play a pivotal part in accelerating business growth, defending key data workloads from dynamic market competition, and transforming how customers commit to and consume Google Cloud's data ecosystem.

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:

• Drive the end-to-end commercial strategy and execution for the Data Practice’s global program portfolio, prioritizing databases, data analytics, and AI-attached data workloads.
• Build comprehensive incentive models and analyze competitor landscapes to craft strategic commercial counter-strategies that defend and accelerate enterprise migrations.
• Collaborate closely with sales operations, finance, product, and regional GTM leads to aligning commercial programs, and engage ecosystem partners as team multipliers for migrations.
• Gather regional feedback on manual bottlenecks and translate field friction into structured system requirements for system feature backlogs with Product and Engineering teams.
• Establish robust, program-level performance frameworks to track leading indicators (e.g., pipeline generation), lagging metrics (e.g., Won Return on Investment (ROI)), operational efficiency, and overall GTM health.