About the job

As a member of the Google Cloud team, you inspire leading companies, schools, and government agencies to work smarter with Google tools like Google Workspace, Search, and Chrome. You advocate for the innovative power of our products to make organizations more productive, collaborative, and mobile. Your guiding light is doing what’s right for the customer, you will meet customers exactly where they are at and provide them the best solutions for innovation. Using your passion for Google products, you help spread the magic of Google to organizations around the world.

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 net new logos, create and build customer relationships from scratch, and establish yourself as a trusted advisor on their long-term technology and business decisions.

• Become an expert on the customers' business, including their SaaS product portfolio, technology strategy, strategic growth plans, business drivers, financial structure, customer base, vertical market offering and competitive landscape.

• Lead territory and account strategy to develop business growth opportunities at scale, work cross-functionally with multiple teams and Google Partners, to maximize business impact within startup customers.

• Manage complex business cycles, present to C-level executives and negotiate terms.

• Drive business development, own operational excellence at scale, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.

Minimum qualifications

• Bachelor's degree or equivalent practical experience.

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

• Experience in, or supporting, clients in the start-up or digital native industry.

Preferred qualifications

• Experience selling cloud solutions, infrastructure software, databases, analytic tools, or applications software across industries, various accounts, and aligning technology solutions to drive high value business outcomes.

• Experience prospecting, building and maintaining customer relationships from scratch, with excitement for building Greenfield territories within accounts, acquiring new logos at scale and securing the foundational workload(s) to accelerate business consumption.

• Experience with commercial and legal negotiations, and working with multiple teams in enterprises.

• Experience cultivating and maintaining C-level relationships to build partnerships and sell cloud solutions, with the ability to influence at the executive level.

• Excellent communication, organization, and prioritization skills.