Field Sales Representative, Telco, 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, you will act as a trusted business partner to the assigned large-scale enterprise accounts to understand company issues and goals. You will drive long-term business growth by gaining an understanding of customers' critical issues and aligning them with Google Cloud's portfolio of solutions.You will advocate for the innovative power of our products to make organizations more productive, collaborative, and mobile. You will help spread the magic of Google to organizations around the world.

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.

Responsibilities

• Build and deepen executive relationships with enterprise customers and bring to Google your mature high-level relationships to help us grow into new organizations. Influence long-term direction, and serve as a business partner.
• Discuss and manage entire complex business 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 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 engaged landscape.
• Drive business development, forecast accurately and achieve goals by leading customers through the entire business cycle.

Qualifications

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 engaging with accounts, selling a portfolio of products at C-level.
• Experience in engaging and building relationships with internal teams and customer stakeholders.
• Experience in managing the full business cycle (e.g., pipeline management, forecasting, reporting) and managing commercial discussions 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 promoting infrastructure software, databases, analytic tools, or applications software into the Telco industry.
• Experience with complex agreements structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
• Experience in working with and managing partners in complex implementation projects, including global system integrators and packaged software vendors.
• Experience qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ business opportunities and issues.