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) within our Startups organization, you will serve as a strategic partner to Google Cloud customers across the startup ecosystem. You will manage the growth strategy for Startup and Digital Native accounts, engaging customers, from developers to C-suite founders, with consultative value selling methodology. You will drive long-term business growth by gaining an understanding of customers critical issues and aligning them with Google Cloud's portfolio of solutions. You will lead the end-to-end sales process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You will advocate the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile.
Google Cloud's unique capabilities empower Startups and Digital Natives to address critical needs in scaling, growth, and global expansion, while also offering advanced technologies that drive differentiation, customer acquisition, and business acceleration.Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s 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.
Individual pay is determined by factors including job-related skills, experience, and relevant education or training.
US: $97500 - $142000 (USD) + 150% bonus target + equity + benefits
Learn more about
benefits at Google.
Responsibilities
- Develop and implement business strategies to surpass business goals, and build relationships with customers, and leverage emerging technology trends, market analysis, and cloud solutions to showcase how Google Cloud can transform customers' businesses.
- Manage and track the sales pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes.
- Negotiate complex, multi-year agreements and formulate 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.
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 7 years of experience in quota-carrying cloud or software sales, or consultative account management at a B2B software company.
- Experience managing the full business cycle (e.g., pipeline management, forecasting, reporting).
- Experience managing commercial negotiations and agreements.
- Experience engaging and building relationships with internal teams and customer stakeholders.
Preferred qualifications:
- Experience with consultative selling to executives at Startup or Digital Native organizations, asking questions, presenting future-forward proposals, and building multi-year account strategies and plans.
- Experience identifying business opportunities, presenting the value of cloud, data, and AI technologies against customers’ challenges, and showcasing current technology trends and Google Cloud differentiators.
- Experience leading cross-functional teams and partners in project implementation and negotiation.
- Experience expanding existing accounts, securing new customers, and accelerating the consumption business.
- Experience with agreement structuring, negotiating commercial agreements, and supporting multi-year engagements.
- Demonstrated business and financial acumen, including Profit and Loss management and accurate forecasting.
Note: By applying to this position you will have an opportunity to share your preferred working location from the following:
San Francisco, CA, USA; Sunnyvale, CA, USA.
Applicants in San Francisco: Qualified applications with arrest or conviction records will be considered for employment in accordance with the San Francisco Fair Chance Ordinance for Employers and the California Fair Chance Act.