Field Sales Representative, Startups, Growth, Google Cloud

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 B2B software company.
• Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
• Experience prospecting, or building customer relationships from scratch.

Preferred qualifications:

• Experience selling cloud solutions, infrastructure software, databases, analytic tools, or applications software to startups or digital native organizations, 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 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.

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 accounts within the startup ecosystem, 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 challenges and aligning them with Google Cloud's portfolio of solutions. You will lead the end-to-end sales process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You will be a strategic partner to cross-industry Startup and Digital Native accounts, engaging customers, from developers to C-suite founders, with consultative value selling methodology.

Google Cloud's unique capabilities empower Startups and Digital Natives to address critical needs in scaling, growth, and global expansion, while also offering advanced technologies that drive differentiation, customer acquisition, and business acceleration.

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 relationships with enterprise customers, influence long-term strategic direction and serve as a business partner.
• Lead account strategy in generating and developing business growth opportunities, work collaboratively with Customer Engineers and Google Partners to optimize business results in territory and open up opportunities with existing and prospective customers.
• Understand the technology footprint, strategic growth plans, business drivers, and technology strategy of assigned accounts.
• Manage multiple opportunities through the entire business cycle simultaneously, work with cross-functional teams and serve as the primary customer contact for all business/adoption-related activities, including the development of strategic agreements.
• Drive business development, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.