Field Sales Representative - Cloud Technology & Startup Ecosystem

Field Sales Representative, Startups, 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 in the startup and managing commercial and legal negotiations, working with procurement, legal, and business teams.
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting).

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 and plans.
• Experience qualifying leads and presenting the value proposition of cloud, data, AI technologies against customer business opportunities and issue, showcasing current technology trends and Google Cloud differentiators.
• Experience expanding existing accounts, securing new customers, and accelerating consumption revenue.
• Experience with agreement structuring, negotiating commercial agreements, and supporting multi-year engagements.
• Experience leading cross-functional teams and partners in project implementation and negotiation.
• Excellent business and financial acumen skills, including profit and loss 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.

In this role, you will manage the growth strategy for accounts across the startup ecosystem. You will leverage experience engaging with executives to build on existing relationships, establish relationships in new areas, and act as a business partner to understand the customer's issues and goals. You will advocate the power of the products and solutions to make organizations more 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

• Build relationships with enterprise customers, influence direction, and serve as a business partner.
• Lead account strategy in generating and developing business growth opportunities, work 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, growth plans, business drivers, and technology strategy of assigned accounts.
• Manage multiple opportunities through the business cycle, work with cross-functional teams and serve as the primary customer contact for all business/adoption-related activities, including the development of agreements.
• Drive business development, forecast and achieve goals by leading customers through the business cycle.

Experience Level

Senior Level