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, you will lead the business relationship and growth strategy for a key growth account within the Retail/Travel/Logistics verticals. You will act as a trusted business partner to deeply understand the customer's unique business challenges and goals. You will advocate for the innovative power of Google Cloud to help the customer modernize their business, enhance their services, and address their most complex challenges.

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 and deepen executive relationships within a key customer, influencing long-term strategic direction and technology decisions while serving as a trusted advisor and business partner.

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

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

• Manage complex business cycles, presenting to C-level executives and negotiating 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 working with quota-carrying cloud or software sales, or in account management at a B2B software company.

• Ability to communicate in German and English fluently in order to manage client relationships in this region.

Preferred qualifications

• Understanding of the Travel/Retail/Logistics industries and experience working across globally distributed teams internally and externally.

• Ability to work with sales engineers and customer’s technical leads to inventory existing software estate, define migration plans, and build business cases for migrations.

• Demonstrated success with large complex commercial and legal negotiations working with procurement, legal, and business teams.

• Track record in working with and managing partners in complex implementation projects, including global system integrators and packaged software vendors.

• Excellent at building and leveraging C-level relationships and selling cloud solutions, infrastructure software, databases, analytic tools, or application software.