Field Sales Representative, Digital Native, Google Cloud

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, focused on new customer acquisition for accounts within the startup ecosystem, you will grow Google Cloud by acquiring new logos and securing the foundational workloads to accelerate their consumption business. You will drive long-term business growth by gaining an understanding of new customers' critical issues and aligning them with Google Cloud's portfolio of solutions. You will lead the end-to-end business process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You will be a trusted business partner to cross-industry Startup and Digital Native accounts, engaging customers, from developers to C-suite founders, with consultative value selling methodology.

Applicants to this role must have work authorization in Australia as this role is not eligible for work visa sponsorship.

Responsibilities

• Develop and implement business 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 business 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 (Customer Engineering, Partner, Post-Sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.
• Lead prospecting and acquisition of net new logos, creating and building customer relationships from scratch, and establishing yourself as a trusted advisor on their long-term technology and business decisions.

Qualifications

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 prospecting, or building customer relationships from scratch.
• Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
• Experience in or supporting the startup ecosystem.

Preferred qualifications:

• Experience with consultative selling to executives at startup or digital native organizations, asking questions, presenting future-forward proposals, and building multi-year account strategies.
• Experience in qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ business opportunities and issues.
• Experience in leading cross-functional teams and partners in project implementation and negotiation.
• Experience with complex agreements structuring, negotiating commercial agreements, and supporting multi-year engagements.
• Experience acquiring new logos and securing foundational workloads to accelerate consumption business with excitement for building greenfield territories.
• Ability to demonstrate business and financial acumen, including P&L management and accurate forecasting.