Field Sales Representative II, Enterprise Greenfield, Google Cloud

Google•Sunnyvale, CA

2h•$97,500 - $141,000

About The Position

The Google Cloud Platform team helps customers transform their businesses with cloud technology. Its products are built for security, reliability, and scalability, spanning infrastructure, applications, devices, and hardware. The team works with customers across industries and organization types to help them realize the benefits of Google technology. As a Field Sales Representative focused on acquiring new enterprise customers, you will grow Google Cloud by winning new accounts and securing foundational workloads that accelerate customer consumption. You will understand new customers’ critical issues and align them with Google Cloud solutions to drive long-term business growth. You will lead the business process from initiating customer conversations through coordinating internal and external teams to deliver commitments and increase consumption. You will serve as a customer partner using consultative value selling and advocate for Google Cloud products and solutions. 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, and managing commercial negotiations and agreements.

Nice To Haves

Experience selling cloud solutions, infrastructure software, databases, analytic tools, or applications software in the gaming industry and aligning solutions to drive business outcomes.
Experience growing an existing customer base and acquiring new logos at scale to increase spend and accelerate consumption.
Experience working with and leading cross-functional teams and partners in implementations and negotiations.
Experience with commercial and legal negotiations, working with Procurement, Legal, and Business teams.
Experience working with Customer Engineers and customers’ technical leads to inventory software estates, define migration plans, and build migration business cases.
Experience cultivating C-level relationships and influencing executives.

Responsibilities

Run and manage a complex global account with multiple opportunities across different functions, maintaining forecast and budgetary accuracy and serving as the primary customer contact for adoption-related activities.
Lead a large cross-functional team of sales, customer engineering, technical account management, and consulting services through influence.
Build and deepen executive relationships with customers to influence long-term technology and business decisions, provide insights and ideas, and follow through on execution.
Lead and manage entire business cycles, partnering on terms and understanding associated legal and business risks; this may include presenting multi-year agreements to CEOs and other C-level executives.
Lead detailed account strategy to generate and develop business growth opportunities, working cross-functionally with multiple lines of business, including Google Partners.