Field Sales Representative, 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 Representative (FSR), you will manage the growth strategy for enterprise accounts. You’ll leverage experience engaging with senior executives to build on existing relationships, establish relationships in new areas, and act as a business partner to understand our customer's challenges and goals. 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: $97500 - $142000 (USD) + 150% bonus target + equity + benefits

Learn more about benefits at Google.

Responsibilities

• Build and deepen executive relationships with enterprise customers, and bring to Google your mature Cxo relationships. Influence long-term strategic direction, and serve as a business partner.
• Negotiate and manage entire complex sales-cycles, often presenting to C-level executives in corporate and global customers.
• Lead account strategy in generating and developing business growth opportunities, working collaboratively with Customer Engineers, and Google partners - all to maximize business results in territory and open up opportunities with large enterprise customers.
• Understand each customer's technology footprint, strategic growth plans and business drivers, technology strategy and competitive landscape.
• Drive business development, forecast accurately and achieve strategic goals by leading customers through the entire business cycle.

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 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).

Preferred qualifications:

• Experience growing existing customer base and acquiring new logos at scale, to increase spend and accelerate consumption revenue.
• Experience working with, and leading, cross-functional teams and partners in implementations and negotiations.
• Experience with commercial and legal negotiations, working with Procurement, Legal, and Business teams.
• Experience cultivating C-level relationships and influencing executives.
• Experience selling Cloud solutions, infrastructure software, databases, analytic tools, or applications software across multiple industries, aligning solutions to drive business outcomes.
• Experience working with customer engineers and customers' technical leads to inventory software estate, define migration plans, and build migration business cases.

Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Sunnyvale, CA, USA; San Francisco, 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.