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), you will serve as a strategic partner to Google Cloud customers in your territory. You will manage the growth strategy for enterprise accounts, engaging customers with consultative value selling methodology. You will drive long-term business generation 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 internal and external teams to deliver business generation commitments and increased consumption. You will advocate for 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

• Develop and implement sales strategies to surpass business generation 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.

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

• Manage complex, multi-year agreements and formulate persuasive proposals that illustrate clear return on investment 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.

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 business cycle (e.g., pipeline management, forecasting, reporting).

• Experience managing commercial negotiations and agreements.

Preferred qualifications

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

• Experience with consultative selling to executives, asking insightful 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 challenges, and with showcasing current technology trends and Google Cloud differentiators.

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

• Experience expanding existing accounts, securing new customers, and accelerating the consumption business.

• Excellent business and financial acumen (e.g., profit and loss management, accurate forecasting).