Responsibilities
- Build relationships with customers as a subject matter expert and trusted advisor, manage complex business cycles, identify solution use cases, and influence long-term strategic direction of accounts.
- Deliver against quota and achieve or exceed strategic business and growth goals, forecasting and reporting territory’s business.
- Work with Google accounts and cross-functional teams (e.g., Customer Engineering, Marketing, Customer Success, Product, Engineering, Channels) and partners to develop Go-to-Market (GTM) strategies, drive pipeline and business growth, close agreements, understand the customer, and provide excellent prospect and customer experience.
- Develop and execute strategic account plans informed by the responsible AI framework across an assigned territory or market.
- Work with multiple customers and opportunities simultaneously, understand each customer’s technology footprint and strategy, growth plans, business drivers, performers, and how they can transform their business using our technologies.
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 10 years of experience in a sales role in the enterprise software or cloud space.
- Experience leading and scaling teams in a cloud-based Platform-as-a-Service (PaaS) and Software-as-a-Service (SaaS) environment.
- Experience in working with engineers and customer technical leads to build business cases and plans for implementation.
- Experience selling business intelligence and Cloud technologies to clients.
Preferred qualifications:
- Experience carrying and exceeding strategic business goals in a sales role.
- Experience working with internal/external teams, including account teams, technical leads, procurement, and legal, to inventory existing software estate, build business cases for transformation with implementation plans, and close agreements.
- Experience prioritizing, planning, and organizing solution-based sales activity within complex business cycles, including qualifying high value accounts and leveraging our partner ecosystem.
- Experience supporting long-term executive relationships, and developing new territories/accounts, ensuring customer success, adoption and expansion.
- Knowledge of market trends, products, and solutions (including foundational technical understanding) of Cloud and AI.