Website Google
Minimum qualifications:
- Bachelor’s degree or equivalent practical experience.
- 5 years of quota carrying software sales and strategic account management at an enterprise B2B software company.
Preferred qualifications:
- 7 years of experience selling Infrastructure Software, Databases, Analytic Tools, or Applications Software.
- Experience leading cross-functional teams including inside sales representatives, sales engineers, partner sales managers, and external partners.
- Experience in working with partners in complex implementation projects.
- Experience leveraging C-level relationships with CIO, CMO, CEO, CFO executives to sell cloud solutions against competitors.
- Demonstrated success with large complex commercial and legal negotiations working with procurement, legal, and business teams in large enterprises.
- Ability to work with sales engineers and customers’ technical leads to inventory existing software estate, define migration plans, and build business cases for migrations.
About the job
The Google Cloud Platform team helps customers transform and evolve their business through the use of Google’s global network, web-scale data centers and software infrastructure. As part of an entrepreneurial team in this rapidly growing business, you will help shape the future of businesses of all sizes use technology to connect with customers, employees and partners.
As a Corporate Field Sales Representative (FSR), your primary responsibility is to grow Google Cloud’s market share across the corporate account customer segment. A successful FSR is masterful at building executive level relationships, comfortable aligning our cloud offerings to your customers’ needs. You’ll be excellent at prospecting, qualifying, and leading a cross-functional team, while leveraging the right resources including sales engineering, inside sales, and partners to maximize outcomes.
Google Cloud helps millions of employees and organizations empower their employees, serve their customers, and build what’s next for their business — all with technology built in the cloud. Our products are engineered for security, reliability and scalability, running the full stack from infrastructure to applications to devices and hardware. And 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.
Responsibilities
- Lead territory account planning process that aligns partner and Google resources to maximize revenue, customer satisfaction, and market share.
- Drive consistent new revenue and revenue growth by managing the sales cycle end-to-end (including prospecting, qualifying, forecasting, and closing new deals and managing your book of business).
- Build and deepen executive relationships with customers, and bring to Google your mature CxO relationships to help us grow into new organizations. Influence long-term strategic direction, and serve as a business partner.
- Negotiate and manage end-to-end complex sales-cycles, often presenting to C-level executives in corporate customers.
- Drive a sell with growth strategy with Google’s partner ecosystem. Scale with partners that deliver innovative solutions thereby driving new value in market.