Key Account Executive, Retail and CPG, Google Cloud

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 Key Account Executive (KAE) on the Retail and Consumer Packaged Goods (CPG) Team, you will serve as the executive selling to the enterprises in Google Cloud. You will leverage existing relationships with Chief Executive Officers (CEOs) and C-level executives, developing new relationships with business unit leaders to understand the company tests and to influence their perspective of Google solutions. You will be a partner to customers, leveraging consultative value selling methodology to drive business growth. You will do this with an industry understanding, communicating the business value of Google while driving shareholder value. You will lead the sales process, from initiating customer conversations to orchestrating internal and external teams to deliver business growth commitments and increased consumption. You will advocate the power of the products and solutions to make organizations more 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 sales strategies to surpass business growth goals 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 customer's business.
• Manage and track the sales pipeline, from lead to close, ensuring health and forecasting for visibility into expected outcomes.
• Manage multi-year agreements and formulate proposals that illustrate return on investment through customer business cases and deployment plans.
• Mobilize internal experts (e.g., Customer Engineering, Partner, Post-Sales) and external partners to drive consumption and deliver a quality customer experience.
• Manage global accounts with multiple opportunities across different functions, serving as the primary customer contact for all adoption-related activities.

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 with engaging and building relationships with internal teams and customer stakeholders.
• Experience with supporting the Retail and CPG domain.
• Experience in managing the full sales cycle (e.g., pipeline management, forecasting, reporting).
• Experience with selling to enterprise accounts, and a portfolio of products or solutions at the C-level.

Preferred qualifications:

• Experience with consultative selling to executives in the Retail and CPG industry, asking questions, presenting future-forward proposals, and building multi-year account strategies and plans.
• Experience with qualifying leads and presenting the value proposition of cloud, data, and Artificial Intelligence (AI) technologies against customer's business opportunities and tests, and experience with showcasing current technology trends and Google Cloud differentiators.
• Experience with supporting enterprise organizations, expanding existing accounts, securing new customers, and accelerating consumption business growth.
• Experience with agreement structuring, negotiating commercial agreements, and supporting multi-year engagements.

Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Seattle, WA, USA; Kirkland, WA, USA.

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:

- Health, dental, vision, life, disability insurance
- Retirement Benefits: 401(k) with company match
- 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
- Sick Time: 40 hours/year (increased to 69 hours/year for Seattle) including 5 discretionary sick days per instance
- Maternity Leave (Short-Term Disability + Baby Bonding): 28-30 weeks
- Baby Bonding Leave: 18 weeks
- Holidays: 13 paid days per year