Field Sales Representative II, Growth, Startups, Google Cloud

Google•Atlanta, GA

3d•$97,500 - $141,000

About The Position

The Google Cloud Platform team helps customers transform their businesses with cloud technology built for security, reliability, and scalability. It serves customers ranging from developers and small and large businesses to educational institutions and government agencies. As a Field Sales Representative within the Startups organization, you will serve as a strategic partner to Google Cloud customers across the startup ecosystem. You will manage growth strategy for Startup and Digital Native accounts, engaging stakeholders from developers to C-suite founders through consultative value selling. The role focuses on understanding customers’ critical challenges and aligning them with Google Cloud solutions to drive long-term growth and increased consumption. You will lead the business process from initiating customer conversations through coordinating internal and external teams to deliver commitments. You will also advocate for Google Cloud products and solutions that help organizations become more productive, collaborative, and mobile. Google Cloud’s capabilities help startups and digital-native organizations scale, grow, and expand globally, while using advanced technologies to differentiate, acquire customers, and accelerate their businesses. The role offers a stated US pay range of $97,500–$141,000, plus a 150% bonus target, equity, and benefits. Individual pay is determined by job-related skills, experience, and relevant education or training.

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 managing the full business cycle, including pipeline management, forecasting, and reporting.
Experience managing commercial negotiations and agreements.

Nice To Haves

Experience with consultative selling to executives at startup or digital-native organizations, asking questions, presenting future-forward proposals, and building account strategies and plans.
Experience qualifying leads and presenting the value proposition of cloud, data, and AI technologies in relation to customers’ business opportunities and challenges, while showcasing technology trends and Google Cloud differentiators.
Experience expanding existing accounts, securing new customers, and accelerating consumption business.
Experience structuring agreements, negotiating commercial agreements, and supporting multi-year engagements.
Experience leading cross-functional teams and partners in project implementation and negotiation.
Demonstrated business and financial acumen, such as profit and loss management and accurate forecasting.

Responsibilities

Develop and implement sales strategies to surpass business goals and build trusted, consultative customer relationships.
Manage and track the sales pipeline from lead to close, maintaining pipeline health and accurate forecasts.
Manage complex, multi-year agreements and create persuasive proposals that demonstrate return on investment through customer business cases and deployment plans.
Mobilize internal experts, including Customer Engineering, Partner, and Post-Sales teams, as well as external partners, to drive consumption and provide a seamless customer experience.
Use emerging technology trends, market analysis, and knowledge of cloud solutions to show how Google Cloud can transform customers’ businesses.