Manager, Strategic Hardware Partnerships, Business Development

\As a Manager, Business Development, you will focus on Strategic Hardware, OEM/ODM, and AI Infrastructure Partnerships. You will be part of the Ecosystem and Channels team and will be responsible for selecting, evaluating, defining, and negotiating some of Google’s most strategic, complex, and impactful hardware supply chain and go-to-market partnerships. This includes structuring unconventional business models across OEMs, ODMs, distributors, and key silicon/component suppliers to accelerate strategic priorities such as business growth, technology adoption, capacity scaling, and solution completeness. Drawing on expertise in qualified distribution models, manufacturing incentives, and complex supplier GTM dynamics—exemplified by ecosystem benchmarks like the Nvidia-to-Dell relationship—you will evaluate financial and strategic potential to design resilient, scalable, and highly structured partnership models.

In this role, you will build strategic relationships and joint growth plans with key OEM/ODM partners, hardware suppliers, and distribution channels as they make pivotal financial, technical, and supply chain commitments with Google Cloud. You will collaborate with internal and external stakeholders—including Product, Engineering, Supply Chain, Finance, Legal, and Executive Leadership—to execute full lifecycle partnership ideation, agreement structuring, and contract execution. You will define, develop, and operationalize innovative GTM strategies, financing constructs, and hardware distribution frameworks to unlock market opportunities and accelerate global infrastructure expansion.

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: $224000 - $311000 (USD) + 25% bonus target + equity + benefits

Learn more about benefits at Google .

Responsibilities

• Identify, evaluate, and execute end-to-end business development initiatives across the hardware supply chain, engaging key OEMs (e.g., Dell, HP, SuperMicro), ODMs (e.g., Quanta), silicon providers, and distributors to expand Google Cloud’s ecosystem. • Structure and negotiate complex supplier and channel GTM frameworks, leveraging deep expertise in Qualified Distribution, manufacturing incentives (MDFs, GTM rebates), and flexible financing constructs. • Drive global sourcing enablement for AI/GPU platforms, aligning technical infrastructure capabilities with strategic hardware supply chain objectives. • Manage a portfolio of high-impact agreement-structuring engagements, applying models derived from advanced OEM-supplier dynamics (e.g., Nvidia/Dell co-sell and supply chain models) to build resilient infrastructure and GTM solutions. • Bridge engineering, global sourcing, and commercial GTM strategies to define innovative commercial structures, business-share mechanics, and distribution channels.