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 for Large Spenders focused on new customer acquisition for enterprise accounts, you will grow Google Cloud by acquiring new logos and securing the foundational workloads to accelerate their consumption business growth. In this role, you will drive long-term business growth by gaining an understanding of new customers' critical issues 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 business growth commitments and increased consumption. As a partner to our customers, you will leverage consultative value selling methodology and advocate the 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

• Lead prospecting and acquisition of new logos, creating and building customer relationships from scratch, and establishing yourself as a trusted advisor on their long-term technology and business decisions.

• Mobilize internal experts (e.g., Customer Engineering, Partner, and Post-Sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.

• Manage multi-year agreements and formulate persuasive proposals that illustrate clear Return on Investment (ROI) through customer business cases and comprehensive deployment plans.

• Manage and track the sales pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes.

• Develop and implement sales strategies to surpass business growth goals 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.

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 business-to-business (B2B) software company.

• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.

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

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

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

• Experience acquiring new logos at scale and securing foundational workload(s) to accelerate consumption business growth with passion for building Greenfield territories.

• Experience qualifying leads and presenting value proposition of cloud, data, and AI technologies against customers' business opportunities and issues and with showcasing current technology.

• Excellent business and financial acumen.