US: $118000 - $171000 (USD) + 150% bonus target + equity + benefits
Learn more about benefits at Google.
Responsibilities
- Define and execute territory and account strategies across California State Agencies (e.g., Caltrans, GovOps, and Climate).
- Establish trusted advisor relationships with cabinet-level leaders, Agency CIOs, CDOs, procurement officers, and operational program directors.
- Align Google Cloud capabilities (e.g., GenAI, Vertex AI, data platforms/BigQuery, infrastructure modernization, security) to state health priorities, public benefit delivery, and compliance frameworks (e.g., HIPAA, FedRAMP, MARS-E, State of California SAM/SIMM).
- Partner closely with Customer Success Managers (CSMs), Cloud Architects, and Partner Delivery teams post-signature to ensure rapid onboarding, project milestone achievement, and steady month-over-month consumption ramp.
- Navigate California state procurement mechanisms, Master Service Agreements (MSAs), Software Licensing Program (SLP), Leveraged Procurement Agreements (LPAs), and RFP processes.
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 10 years of experience with quota-carrying enterprise technology/cloud sales selling into State and Local Government (SLED), with experience with California State agencies (e.g., Caltrans, GovOps, and Climate).
- Experience with government contracting, procurement rules, and engaged bidding processes in California.
- Experience managing a portfolio based on business, annual contract value (ACV), and consumption/burndown metrics.
Preferred qualifications:
- Experience leading consumption-oriented GTM motions—demonstrated ability to track post-sales consumption, manage pipeline from booking through deployment, and expand footprint based on production workload usage.
- Experience engaging with Caltran, GovOps, Climate or related CA state entities.
- Familiarity with how AI/ML, data analytics, and modern cloud infrastructure address modern public sector challenges (e.g., fraud/waste detection, case management modernization, interoperability, constituent self-service).
- Track record of orchestrating cross-functional teams (e.g., solutions engineering, customer engineering, legal, regulatory compliance, partners, executive leadership).