Job Description
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 4 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.
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 qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ strategic business opportunities and issues.
- Experience prospecting, and building new customer relationships, with excitement for building Greenfield territories; experience acquiring new logos and securing foundational workloads to accelerate consumption revenue.
- Experience with agreement structuring, negotiating commercial agreements, and supporting multi-year engagements.
- Experience leading cross-functional teams and partners in project implementation and negotiation.
- Demonstrated business and financial acumen (e.g., P&L management, accurate forecasting).
About the job
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) focused on new customer acquisition for enterprise accounts, you will grow Google Cloud by acquiring new logos and securing the foundational workloads to accelerate their consumption revenue. You will drive long-term revenue growth by gaining a deep understanding of new 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 revenue commitments and increased consumption. You will be a strategic partner to customers, while leveraging consultative value selling methodology. 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 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
- Lead prospecting and acquisition of new logos, creating and building customer relationships from scratch, and establishing yourself as a trusted advisor on their long-term technology and business decisions.
- Develop expertise in customers' business, including their SaaS product portfolio, technology strategy, strategic growth plans, business drivers, financial structure, customer base, vertical market offering and engaged landscape.
- Craft account strategies to develop business growth opportunities, working cross-functionally with multiple teams and Google Partners, to maximize business impact within startup customers.
- Manage complex business cycles, presenting to C-level executives and negotiating terms.
- Drive business development, own operational excellence at scale, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.
