Field Sales Representative, National Security, Google Public Sector

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.

Google Public Sector’s National Security team helps customers assess and deploy Google technologies in support of artificial intelligence, cybersecurity, and global infrastructure requirements across national security mission sets. In this role, you will be responsible for the full sales cycle and all delivery outcomes, balancing internal and external stakeholder management to achieve results. You will be responsible for driving net new business opportunities, managing renewals and meeting quota targets.

Google Public Sector brings the magic of Google to the mission of government and education with solutions purpose-built for enterprises. We focus on helping United States public sector institutions accelerate their digital transformations, and we continue to make significant investments and grow our team to meet the complex needs of local, state and federal government and educational institutions.

Responsibilities

• Build and deepen executive relationships with enterprise customers to influence their long-term technology and business decisions. Add value as a trusted advisor.
• Become an expert on our customers' business, including their SaaS product portfolio, technology strategy, strategic growth plans, business drivers, financial structure, customer base, vertical market offering and competitive landscape.
• Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google Partners, to maximize business impact within Public Sector customers.
• Drive business development, own operational excellence at scale, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.
• Manage business cycles, presenting to Chief-level executives and partnering terms.

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 business-to-business (B2B) software company.
• Experience working in a field sales role in the national security sector.
• Must possess an active Top Secret/SCI security clearance with current polygraph.

Preferred qualifications:

• Experience in leading cross-functional teams and partners in project implementation and negotiation.
• Experience qualifying leads and presenting the value proposition against customers’ business opportunities.
• Experience showcasing current technology trends and Google Cloud differentiators.
• Experience with agreement structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
• Demonstrate business and financial acumen, including profit and loss management and accurate forecasting.