Field Sales Manager III, Enterprise, 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 Field Sales Manager (FSM), you will hold a critical leadership role responsible for driving a culture of high performance, transformation, and strategic partnership. You will lead and coach the Field Sales Representative (FSR) community to be consultative sellers, providing the skills, resources and future-forward goal needed to exceed quotas, drive incremental growth, and successfully maximize the value of accounts. Your team will manage the growth strategy for enterprise accounts, engaging C-suite customers with consultative value selling methodology. You will be technically-fluent, able to lead conversations with customers about how Google Cloud’s portfolio of solutions will meet their unique business issues. 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.Individual pay is determined by factors including job-related skills, experience, and relevant education or training.

US: $147000 - $205000 (USD) + 150% bonus target + equity + benefits

Learn more about benefits at Google.

Responsibilities

• Lead and coach a team of FSRs, focusing on talent strategy and skills development, emphasizing innovative, consultative promoting techniques.
• Monitor and influence progress against account plans, ensuring the team exceeds business goals, accelerates and increases consumption, and drives customer satisfaction throughout the business cycle. Accurately forecast business performance.
• Develop a strong performance culture through data-driven coaching, timely intervention, performance management, and career development support.
• Build executive relationships with customers and influence long-term direction by understanding their technology footprint and strategy, growth plans, business drivers, and engaged landscape.
• Leverage practical expertise in cloud, data, and AI technologies to lead conversations on Google Cloud's unique value proposition to address customer business issues and opportunities.

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 managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
• Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
• Leadership experience (e.g., people management, team lead, mentorship, coaching).

Preferred qualifications:

• Experience supporting a team to expand existing accounts, secure new customers, and accelerate consumption business.
• Experience qualifying leads and presenting value proposition against customers’ business opportunities and issues. Experience showcasing current technology trends and cloud provider differentiators.
• Experience with organizational development and transformation, fostering consultative promoting behaviors, aligning with sales leadership initiatives, and supporting teams on multi-year account strategies.
• Experience in performance management and business cycles, coaching high performance and ensuring delivery against goals.

Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Atlanta, GA, USA; Cambridge, MA, USA; Addison, TX, USA; New York, NY, USA.