Key Account Executive, Public Sector, Google Cloud

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 B2B software company.
• Experience working with the public sector market (e.g., [government/state/municipalities/education] entities) across region.
• Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.

Preferred qualifications:

• Experience with consultative selling to the public sector, asking questions, presenting proposals, and building multi-year account strategies.
• Experience leading cross-functional teams and partners in project implementation and negotiation.
• Experience qualifying leads and presenting the value proposition against customers business opportunities, with experience showcasing current technology trends and Google Cloud differentiators.
• Experience with complex agreement structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
• Experience expanding existing accounts, securing new customers, and accelerating consumption revenue, with experience working and leading cross-functional teams, partners to co-sell and win together.
• Demonstrated business and financial acumen, including P&L management and 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) for Public Sector, you will serve as a strategic partner to Public Sector accounts related to different public entities across the region. You will manage account growth strategies, engaging customers with consultative value selling methodology. You will drive long-term revenue growth by gaining a deep understanding of your customers critical challenges and aligning them with Google Cloud's portfolio of solutions. You will lead the sales process, from initiating customer conversations to orchestrating internal and external teams to deliver revenue commitments and increased consumption. 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

• Develop and implement sales strategies to surpass revenue targets 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 (Customer Engineering, Partner, Post-Sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.