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 in the Cloud Sales team, you will serve as the executive selling to the most strategic enterprises in Google Cloud. You will leverage existing relationships with Chief Executive Officers (CEOs) and C-level executives, developing new relationships with business unit leaders to understand their unique company issues and to influence their perspective of Google solutions. You will do this with a deep industry understanding, communicating the business value of Google while driving shareholder value. In this role, 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 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 executive relationships with the customer base to influence their long-term technology and business decisions. Add value as a trusted advisor by bringing compelling insights and ideas with follow-through execution.

• Lead entire business cycles (i.e., presenting multi-year agreements to C-level executives), negotiating terms and managing associated legal and business risks.

• Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google partners to maximize business impact within enterprise customers.

• Run and manage global accounts with multiple opportunities across different functions with forecast and budgetary accuracy, serving as the primary customer contact for all adoption-related activities.

Minimum qualifications

• Bachelor's degree or equivalent practical experience.

• 10 years of experience with quota-carrying cloud or software sales, or account management at a B2B software company.

• Experience selling to enterprise accounts, selling a portfolio of products or solutions at the C-level.

Preferred qualifications

• Experience selling cloud solutions and AI solutions, and aligning solutions to drive business outcomes.

• Experience supporting large enterprise organizations, 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 customer's technical leads to inventory software estate, define migration plans, and build migration business cases.

• Experience with commercial and legal negotiations, working with procurement, legal, and business teams.

• Experience cultivating C-level relationships and influencing executives.