Field Sales Representative II, Enterprise, Google Cloud

Google•Chicago, IL

7d•$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. Its products span infrastructure, applications, devices, and hardware, serving developers, businesses, educational institutions, and government agencies. As a Field Sales Representative focused on acquiring new enterprise customers, you will grow Google Cloud by winning new customer accounts and securing foundational workloads that accelerate consumption. You will understand customers’ critical issues and align them with Google Cloud solutions, leading the sales process from initial conversations through coordination of internal and external teams to deliver commitments and increase consumption. You will build trusted customer partnerships through consultative value selling and advocate for Google Cloud products and solutions that help organizations become more productive, collaborative, and mobile. Google Cloud provides enterprise-grade solutions using Google technology and tools for developers. Customers in more than 200 countries and territories use Google Cloud to support growth and address business challenges.

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 building relationships with internal teams and customer stakeholders.
Experience prospecting or building customer relationships from scratch.
Experience managing the full sales cycle, including pipeline management, forecasting, and reporting, as well as commercial negotiations and agreements.

Nice To Haves

Experience consultatively selling to executives, asking insightful and visionary questions, presenting future-forward proposals, and building multi-year account strategies and plans.
Experience qualifying leads and presenting the value of cloud, data, and AI technologies in relation to customers’ strategic business opportunities and challenges, and showcasing technology trends and Google Cloud differentiators.
Experience structuring agreements, negotiating commercial agreements, and supporting multi-year engagements.
Experience leading cross-functional teams and partners in project implementation and negotiation.
Passion for building Greenfield territories, with experience acquiring new logos and securing foundational workloads to accelerate consumption.
Demonstrated business and financial acumen, such as P&L management and accurate forecasting.

Responsibilities

Develop and implement sales strategies to surpass business goals and build trusted, consultative relationships with customers.
Use emerging technology trends, market analysis, and knowledge of cloud solutions to show how Google Cloud can transform customers’ businesses.
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 demonstrating 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 deliver a seamless customer experience.
Lead prospecting and acquisition of new customer accounts, build customer relationships from scratch, and become a trusted advisor on customers’ long-term technology and business decisions.