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 building relationships with 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 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 supporting large enterprise organizations, expanding existing accounts, securing new customers, and accelerating consumption business.
• Experience with agreement 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 (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.

In this role, you will be a partner, leading the growth strategy for our customers and partners. You will engage customers with consultative value selling methodology to transform their business. Within a large account team, you will 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 will leverage experience engaging with executives to establish and build relationships.

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.
• Mobilize internal experts and external partners at the right time to drive consumption and deliver a seamless customer experience.
• 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.