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) supporting Strategic Accounts, you are a strategic partner, leading the growth strategy for the most strategic customers and partners. You will engage customers with consultative value selling methodology to transform their business. Within a large account team, you will harness all of Google's assets to support the customers' success. You will be deeply invested in the customers' industry, their competitive environment, technical challenges, financial models, and business goals. You will leverage experience engaging with executives to establish and build relationships.

You will drive long-term business growth by gaining a deep understanding of 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 teams to deliver business commitments and increased consumption. You will advocate the innovative power of the 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 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.

The US base salary range for this full-time position is $118,000-$172,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google.

Responsibilities

• Develop and implement sales strategies to surpass business 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, ensure health and accurate forecasting for clear visibility into expected outcomes.

• Manage complex, multi-year contracts and formulate persuasive proposals that illustrate clear return on investment (ROI) 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.

• Position Google Cloud services, build new customer products on Google Cloud, and incentivize/oversee cloud migrations. Support customer sales initiatives, exploring vertical market/partnership opportunities, and provide delivery services to achieve outcomes.

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 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).

• Experience managing commercial negotiations 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 qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ strategic business opportunities and challenge, and with showcasing current technology trends and Google Cloud differentiators.

• Experience supporting large enterprise organizations, expanding existing accounts, securing new customers, and accelerating business consumption.

• Experience with complex agreements structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.

• Experience leading cross-functional teams and partners in project implementation and negotiation.

• Knowledge of business and finance.