Field Sales Manager, SLED, West, Public Sector

Google LLC•California, MD

50d•$142,000 - $200,000•Hybrid

About The Position

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 Manager (FSM), you will manage a team of Field Sales Representatives (FSRs) who will manage the growth strategy for Mid-Market Enterprise (MME) accounts. You will leverage existing relationships, and act as a business partner to understand our customer's issues and goals. 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.

Requirements

Bachelor's degree or equivalent practical experience.
10 years of experience with quota-carrying cloud or software sales, or account management at a B2B software company.
Experience, including people management, team leadership, mentorship, and coaching.
Experience building partnerships and engaging with accounts, selling a portfolio of products at C-level.

Nice To Haves

Experience selling, or managing a team selling, Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software across multiple industries and hundreds of accounts, aligning solutions to drive business outcomes.
Experience working with, and managing, cross-functional internal teams (e.g., Business Development, Customer Engineers, Partner Sales) and external partners to co-sell and win together at scale.
Experience managing and leading a team.
Experience cultivating C-level relationships and influencing executives.
Ability to manage business and commercial models while leading organizational transformations and delivering on results.

Responsibilities

Lead a team of Field Sales Representatives (FSRs) and build a thriving growth culture. Focus on talent strategy and skills development to exceed business goals for our territory and drive customer satisfaction.
Build executive relationships with mid-market enterprise customers and the partner ecosystem to influence their short-term and long-term technology and business decisions. Add value as a trusted advisor.
Lead territory and priority account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google Partners, to maximize business impact within mid-market enterprise customers.
Manage business cycles, presenting to C-level executives and negotiating terms.
Drive business development, own operational excellence, forecast accurately, and achieve goals by leading customers through the entire business cycle.