The Google Cloud Platform team helps customers transform and build what's next for their business — all with technology built in the cloud. Our products are developed for security, reliability and scalability, running the full stack from infrastructure to applications to devices and hardware. Our teams are dedicated to helping our customers — developers, small and large businesses, educational institutions and government agencies — see the benefits of our technology come to life. As part of an entrepreneurial team in this rapidly growing business, you will play a key role in understanding the needs of our customers and help shape the future of businesses of all sizes use technology to connect with customers, employees and partners.
As a Field Sales Representative (FSR) focused on new customer acquisition for enterprise accounts, you will grow Google Cloud by acquiring new logos and securing the foundational workloads to accelerate their consumption business. You will drive long-term business growth by gaining an understanding of new customers critical issues and aligning them with Google Cloud's portfolio of solutions. You will lead the sales process from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You will be a strategic partner to customers, while leveraging consultative value selling methodology. You will advocate the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile.
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
- Develop and implement business strategies to surpass business targets and build trusted, consultative relationships with customers. Leverage emerging technology trends, market analysis, and knowledge of cloud solutions to showcase how Google Cloud can transform customers business.
- Manage and track the sales pipeline, from lead to close, ensure health and accurate forecasting for clear visibility into expected outcomes.
- Manage complex, multi-year agreements and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans.
- Mobilize internal experts (customer engineering, partner, post-sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.
- Lead prospecting and acquisition of new logos, create and build customer relationships from scratch, and establish as a trusted advisor on their long-term technology and business decisions.
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 10 years of experience in quota-carrying cloud or software sales, or consultative account management at a B2B software company.
- Experience in engaging and building relationships with internal teams and customer stakeholders.
- Experience prospecting, or building customer relationships from scratch.
- Experience in managing the full business cycle (e.g., pipeline management, forecasting, reporting) and managing commercial discussions and agreements.
Preferred qualifications:
- Experience with consultative selling to executives, asking insightful, visionary questions, presenting future-forward proposals, and building multi-year account strategies and plans.
- Experience leading cross-functional teams and partners in project implementation and negotiation.
- Experience in qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers strategic business opportunities and issues.
- Experience showcasing current technology trends and Cloud differentiators.
- Experience with complex agreement structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
- Understanding of business and finance.