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) supporting accounts, you will be a partner, leading the growth strategy for our most customers and partners. You will engage customers with consultative value selling methodology to transform their business. Within a large account team, you'll harness all of Google's assets to support the customers' success. You will be deeply invested in the customers' industry, their engaged environment, technical issues, financial models, and business goals. You’ll leverage experience engaging with executives to establish and build relationships.
You will drive long-term business growth by gaining a deep understanding of customers' critical issues and aligning them with Google Cloud's portfolio of solutions. You will lead the business generation process, from initiating customer conversations to orchestrating teams to deliver business commitments and increased consumption. You will advocate the 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: $118000 - $172000 (USD) + 150% bonus target + equity + benefits
Learn more about
benefits at Google.
Responsibilities
- Develop and implement sales strategies to surpass business 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 customers' business.
- Manage and track the sales pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes.
- Manage complex, multi-year agreements and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans.
- Position incremental Google Cloud services, build new customer products on Google Cloud, and incentivize/oversee cloud migrations. Support customer sales initiatives, exploring vertical market opportunities, identifying partnership opportunities, and providing delivery services to achieve outcomes.
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 engaging and building relationships with a wide range of internal teams and customer stakeholders.
- Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting).
- Experience managing commercial negotiations and agreements.
Preferred qualifications:
- Experience with consultative selling to executives, asking insightful, visionary questions, presenting future-forward proposals, and building multi-year account strategies and plans.
- Experience supporting large enterprise organizations, expanding existing accounts, securing new customers, and accelerating consumption bsuiness.
- Experience qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ business opportunities and issues. Experience showcasing current technology trends and Google Cloud differentiators.
- Experience with complex agreements structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
- Experience leading cross-functional teams and partners in project implementation and negotiation.
- Demonstrated business and financial acumen.
Note: Google's hybrid workplace includes remote roles. By applying to this position you will have an opportunity to share your preferred working location from the following:
Remote locations: Florida, USA; Georgia, USA; North Carolina, USA; Pennsylvania, USA; Texas, USA.