Field Sales Representative II, Enterprise Greenfield, 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 (FSR) focused on new customer acquisition for enterprise accounts, you will grow Google Cloud by acquiring new logos and securing the foundational workload(s) to accelerate their consumption business. You will drive long-term business 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 business process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You will be a partner to our 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.

US: $97500 - $141000 (USD) + 150% bonus target + equity + benefits

Learn more about benefits at Google.

Responsibilities

• Run and manage a complex global account with multiple opportunities across different functions with forecast and budgetary accuracy, serving as the primary customer contact for all adoption-related activities.
• Lead, through influence, a large cross-functional team of sales, customer engineering, technical account management, and consulting services.
• Build and deepen executive relationships with customer to help influence their long-term technology and business decisions; add value and be viewed as a trusted advisor by bringing compelling insights and ideas with follow through execution.
• Lead and manage entire business-cycles with experience in partnering terms and understanding associated legal and business risks (could include presenting multi-year agreements to CEO and C-Level executives).
• Lead detailed account strategy in generating and developing business growth opportunities, working cross functionally with multiple lines of business including Google Partners.

Qualifications

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 business-to-business (B2B) software company.
• Experience building relationships with internal teams and customer stakeholders.
• Experience prospecting, or building customer relationships from scratch.
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.

Preferred qualifications:

• Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software in the gaming industry, aligning solutions to drive business outcomes.
• Experience growing existing customer base and acquiring new logos at scale, to increase spend and accelerate consumption business.
• 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 working with Customer Engineers and customers' technical leads to inventory software estate, define migration plans, and build migration business cases.
• Experience cultivating C-level relationships and influencing executives.