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.

Google Cloud's capabilities empower Startups and digital natives to address critical needs in growth and global expansion, while offering advanced technologies that drive differentiation, customer acquisition, and business acceleration.

As a Field Sales Manager (FSM) within Startups, you are a lead driving high performance, transformation, and strategic partnership. You will coach Field Sales Representatives (FSR) to be consultative sellers, providing the skills, resources and future-forward goals to exceed quotas and maximize account value. Your team manages the customer growth strategy across the Startup and digital native ecosystem, engaging customers from developers to C-suite with consultative value-selling methodology. You are technically-fluent, able to lead conversations about how Google Cloud solutions will meet their business challenges. You will advocate 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.

The US base salary range for this full-time position is $147,000-$205,000 + 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

• Lead and coach a team of FSRs, focusing on talent strategy and skills development, emphasizing innovative, consultative selling techniques.

• Monitor and influence progress against strategic account plans, ensuring the team exceeds business goals, accelerates and increases consumption, and drives customer satisfaction throughout the business cycle. Accurately forecast business performance.

• Develop a strong performance culture through data-driven coaching, timely intervention, performance management, and career development support.

• Build executive relationships with customers and influence long-term strategic direction by understanding their technology footprint and strategy, growth plans, business drivers, and competitive landscape.

• Leverage practical expertise in cloud, data, and AI technologies to lead conversations on Google Cloud's unique value proposition to address customer business challenges and opportunities.

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

• Experience with leadership (e.g., people management, team lead, mentorship, coaching).

Preferred qualifications

• Experience working with Startups or digital native organizations, understanding their challenges and aligning technology solutions.

• Experience supporting a team to expand existing accounts, secure new customers, and accelerate the consumption business.

• Experience qualifying leads and presenting value propositions against customers business opportunities and challenges.