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) for Public Sector, you will serve as a partner to Public Sector accounts related to different public entities across the region. You will manage account growth strategies, engaging customers with consultative value selling methodology. You will drive business growth by gaining a deep understanding of critical issues and aligning them with Google Cloud's portfolio of solutions. You will lead the business process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You will advocate the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile.

Google Public Sector brings the magic of Google to the mission of government and education with solutions purpose-built for enterprises. We focus on helping United States public sector institutions accelerate their digital transformations, and we continue to make significant investments and grow our team to meet the complex needs of local, state and federal government and educational institutions.

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 business strategies to surpass business 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 multi-year agreements 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.

• Manage and track the business pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected 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 business-to-business (B2B) software company.

• Experience working with Public Sector accounts related to different public entities across the West region.

• 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) and managing commercial negotiations and agreements.

Preferred qualifications

• Experience with consultative selling to the public sector, asking questions, presenting proposals, and building multi-year account strategies.

• Experience expanding existing accounts, securing new customers, and accelerating the consumption business while leading cross-functional teams and partners to co-sell and win together.

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

• Experience structuring agreements, partnering on sophisticated commercial agreements, and supporting multi-year engagements.

• Demonstrate business and financial acumen, including Profit and Loss (P&L) management and accurate forecasting.