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Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration.

<div><div><strong>About Us</strong></div><div><p>At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. </p><p>We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us! </p></div></div><p>Cloud & AI Strategic Negotiator (North America based). </p><p>Locations: Austin, TX preferred </p><p>Do you like negotiating and executing large, strategic cloud, software and AI relationships? We are seeking a new Strategic Negotiation team member to manage relationships and growth across our AI and cloud spend, and help us understand where on the map Cloudflare’s infrastructure needs to go next. You utilize a broad set of relationships across the SaaS and cloud industry and are able to navigate the emergent set of neocloud and AI IaaS providers.  You understand contract structures, clauses, order forms, and SLAs and keep ahead of unique market dynamics and insights that help us negotiate.  We are looking for someone who excels at progressing many projects in parallel, managing dynamic day to day priorities with many stakeholders, and can implement and refine commercial best practices in a high growth environment. Getting stuff done is a must!</p><p><strong>What you get to do in this role:</strong></p><ul><li>Drive negotiations involving new and existing AI and cloud partners including planning, RFP, commercial negotiation, execution and SLAs - often with minimal advance notice</li><li>Work cross-functionally with legal, capacity planning, network strategy, product and technical teams to understand requirements and project timelines</li><li>Establish and conduct scheduled QBR and other vendor management activities with top category partners, represent Cloudflare credibly to external partners </li><li>Contribute information to annual infrastructure budget and forecast</li><li>Review spend & approve invoices; work with data team to create stakeholder update materials</li><li>Other duties as assigned</li></ul><p><strong>Skills/Experience:</strong></p><ul><li>5-10 years in sourcing software, cloud, data center or network within a fast moving technology organization</li><li>Ability to multi-task and manage complex projects across multiple teams and geographies within set deadlines</li><li>Ability to navigate, solve problems and answer questions</li><li>Relationship management experience and excellent communication skills</li><li>Experience in budget planning, financial analysis, or other analytical role a plus</li><li>Bachelor's degree or equivalent experience required</li></ul><p><strong>Compensation</strong></p><p>Compensation may be adjusted depending on work location.</p><p><strong>Equity</strong></p><p>This role is eligible to participate in Cloudflare’s equity plan.</p><p><strong>Benefits</strong></p><p>Cloudflare offers a complete package of benefits and programs to support you and your family.  Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!  The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.</p><p><strong>Health & Welfare Benefits</strong></p><ul><li>Medical/Rx Insurance</li><li>Dental Insurance</li><li>Vision Insurance</li><li>Flexible Spending Accounts</li><li>Commuter Spending Accounts</li><li>Fertility & Family Forming Benefits</li><li>On-demand mental health support and Employee Assistance Program</li><li>Global Travel Medical Insurance</li></ul><p><strong>Financial Benefits</strong></p><ul><li>Short and Long Term Disability Insurance</li><li>Life & Accident Insurance</li><li>401(k) Retirement Savings Plan</li><li>Employee Stock Participation Plan</li></ul><p><strong>Time Off</strong></p><ul><li>Flexible paid time off covering vacation and sick leave</li><li>Leave programs, including parental, pregnancy health, medical, and bereavement leave</li></ul><div><p><strong>What Makes Cloudflare Special?</strong></p><p>We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.</p><p><a href="https://blog.cloudflare.com/protecting-free-expression-online/" rel="nofollow"><strong>Project Galileo</strong></a>: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.</p><p><strong><a href="https://www.cloudflare.com/athenian/" rel="nofollow">Athenian Project</a></strong>: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.</p><p><a href="https://1.1.1.1/" rel="nofollow"><strong>1.1.1.1</strong></a>: We released<a href="https://1.1.1.1/" rel="nofollow">1.1.1.1</a> to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our<a href="https://developers.cloudflare.com/1.1.1.1/privacy/public-dns-resolver" rel="nofollow"> privacy commitment</a> and ensure that no user data is sold to advertisers or used to target consumers.</p><p>Sound like something you’d like to be a part of? We’d love to hear from you!</p><p>This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.</p><p>Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actualrace, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.</p><p>Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.</p></div>

Cloudflare

Cloud and AI Strategic Negotiator

Analysis Skills

Artificial Intelligence (AI)

Best Practices

Billing

Blog

Budget Management

Budgeting

Capacity and Performance Management

Cloud Computing

Communication Skills

Cross-Functional

Customer/Client Research

DNS (Domain Name System)

Dental Insurance

Disability Insurance

Employee Assistance Plan

Entrepreneurship

Financial Analysis

Flexible Spending Accounts

Forecasting

Fortune 500 Customers

Hardware Installation

Health Insurance

IP (Internet Protocol)

Infrastructure as a Service (IaaS)

Intelligent Network

Internet Application

Journalism

Legal

Life Insurance

Local Government

Multitasking

Negotiation Skills

Network Operations Center

Performance Management

Prescription Drugs

Problem Solving Skills

Project/Program Management

Psychiatry and Mental Health

Relationship Management

Request for Proposals (RFP)

Sales

Sales Management

Schedule Development

Service Level Agreement (SLA)

Software Installation

Software as a Service (SaaS)

State Government

Team Player

Time Management

Vendor/Supplier Management

Vision Plan

Website Traffic

Willing to Travel

PERMANENT

FULL_TIME

Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Austin, TX, USA; Kirkland, WA, USA; Sunnyvale, CA, USA; Thornton, CO, USA.Minimum qualifications: Bachelor's degree in real estate, civil engineering, construction management, or equivalent practical experience. From software to hardware our teams are shaping the future of world-leading hyperscale computing, with key teams working on the development of our TPUs, Vertex AI for Google Cloud, Google Global Networking, Data Center operations, systems research, and much more.

In accordance with Washington state law, we are highlighting our comprehensive benefits package, which is available to all eligible US based employees. Benefits for this role include:<ul><li>Health, dental, vision, life, disability insurance</li><li>Retirement Benefits: 401(k) with company match</li><li>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</li><li>Sick Time: 40 hours/year (increased to 69 hours/year for Seattle) including 5 discretionary sick days per instance </li><li>Maternity Leave (Short-Term Disability + Baby Bonding): 28-30 weeks</li><li>Baby Bonding Leave: 18 weeks</li><li>Holidays: 13 paid days per year</li></ul><div>The application window will be open until at least May 7, 2026. This opportunity will remain online based on business needs which may be before or after the specified date.</div>Note: By applying to this position you will have an opportunity to share your preferred working location from the following: <b>Austin, TX, USA; Kirkland, WA, USA; Sunnyvale, CA, USA; Thornton, CO, USA</b>.<h3>Minimum qualifications:</h3><ul><li>Bachelor's degree in real estate, civil engineering, construction management, or equivalent practical experience.</li><li>10 years of experience leading negotiations or business development.</li><li>8 years of experience and primary ownership of land development activities, with a focus on industrial, data center, or technology manufacturing development.</li><li>3 years of experience in people management.</li><li>Experience managing the lifecycle of land development activities (e.g., zoning/entitlements, utility infrastructure, permitting, environmental) and with utility development processes.</li><li>Experience leading and finalizing utility infrastructure, supply, and service agreements.</li></ul><h3>Preferred qualifications:</h3><ul><li>Experience leading scalable cross-functional programs.</li><li>Experience developing site and infrastructure for data centers or mission-critical facilities.</li><li>Knowledge of financial modeling, forecasting, budgeting, owning financial responsibility and tradeoffs necessary to meet program requirements.</li><li>Excellent communication and influencing skills.</li></ul><div><h2>About the job</h2><p>Google's infrastructure needs go far beyond server computers. As Google's products and services scale the globe, the Strategic Negotiation team works behind the scenes to secure infrastructure for Google's future -- everything from underwater cables to physical data center space. As a Strategic Negotiator, you combine your deep market knowledge of a given sector with tech industry savvy to negotiate cost-effective solutions to support Google's infrastructure growth. You'll work with specific project teams on negotiating deals, managing vendor and partner relationships and presenting deal recommendations to our Tech leadership. Your successful negotiations have the potential to save Google millions of dollars in operating costs and impact every part of the business.</p><p>As a Manager for Data Center Land Development, you will lead a team of strategic negotiators to drive site development for the global data center portfolio. You’ll ensure all land assets meet the pre-construction requirements of the Asset Supply Plan Of Record (APOR). The team will act as the primary site leads from acquisition through decommissioning, managing the internal and external partnerships essential for delivering scalable capacity on schedule.</p><p>The AI and Infrastructure team is redefining what’s possible. We empower Google customers with breakthrough capabilities and insights by delivering AI and Infrastructure at unparalleled scale, efficiency, reliability and velocity. Our customers include Googlers, Google Cloud customers, and billions of Google users worldwide. </p><p>We're the driving force behind Google's groundbreaking innovations, empowering the development of our cutting-edge AI models, delivering unparalleled computing power to global services, and providing the essential platforms that enable developers to build the future. From software to hardware our teams are shaping the future of world-leading hyperscale computing, with key teams working on the development of our TPUs, Vertex AI for Google Cloud, Google Global Networking, Data Center operations, systems research, and much more.</p><p>The US base salary range for this full-time position is $177,000-$257,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. 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.</p><p>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.</p><b></b></div><div><h2>Responsibilities</h2><ul><li>Lead and coach a team of strategic negotiators and manage the full talent lifecycle (e.g., hiring, performance management, and professional development) to scale with global infrastructure demands.</li><li>Direct high-stakes negotiations for critical utility and infrastructure agreements. Serve as the senior escalation point for agreements, ensuring contracts optimize capacity, schedule, and cost.</li><li>Own the programmatic delivery of pre-construction activities, including zoning and entitlements. Ensure team cadence aligns land readiness with global capacity schedules.</li><li>Drive global program standards and workflows. Empower the team to exceed delivery goals through improved governance, operational efficiency, and consistent site-level execution.</li><li>Foster cross-functional partnerships with acquisitions, engineering, and legal. Manage program budgets and lead resource allocation strategies to ensure a scalable data center portfolio.</li></ul></div>Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Google's EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know by completing our Accommodations for Applicants form.

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Cloud and AI Strategic Negotiator Cloudflare

Manager, Data Center Land Development Google

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