Field Sales Representative II, Startups, Google Cloud

Google • New York, NY

2h

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 Representative (FSR), focused on new customer acquisition for
accounts within the startup ecosystem, you will grow Google Cloud by acquiring
new logos and securing the foundational workload(s) to accelerate their
consumption business. You will drive long-term business growth by gaining a deep
understanding of new customers' critical challenges and aligning them with
Google Cloud's portfolio of solutions. You will lead the sales process, from
initiating customer conversations to orchestrating internal and external teams
to deliver business commitments and increased consumption. You will be a
strategic partner to cross-industry startup and digital native accounts,
engaging customers, from developers to C-suite founders, with consultative value
promoting methodology.

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

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.

Requirements

• Bachelor's degree or equivalent practical experience.
• 7 years of experience in quota-carrying cloud or software sales, or consultative account management at a B2B software company.
• Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
• Experience prospecting, or building customer relationships from scratch.
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.

Nice To Haves

• Experience qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ business opportunities and challenges.
• Experience with consultative selling to executives at startup or digital native organizations, asking questions, presenting future-forward proposals, and building multi-year account strategies and plans.
• Experience with complex agreements structuring, negotiating commercial agreements, and supporting multi-year engagements.
• Experience acquiring new logos at scale and securing foundational workload(s) to accelerate consumption business.
• Experience leading cross-functional teams and partners in project implementation and negotiation.
• Demonstrated business and financial acumen, including profit and loss management and accurate forecasting.

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 and track the business pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes.
• Manage complex, multi-year agreements and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans.
• Mobilize internal experts and external partners at the right time to drive consumption and deliver a seamless customer experience.
• Lead prospecting and acquisition of new logos, creating and building customer relationships from scratch, and establishing yourself as a trusted advisor on their long-term technology and business decisions.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level