Field Sales Representative II, Growth, Startups, Google Cloud

Google•Los Angeles, CA

3d•$97,500 - $141,000

About The Position

The Field Sales Representative II serves as a strategic partner to Google Cloud customers in the startup ecosystem, managing growth strategies for Startup and Digital Native accounts. The role engages stakeholders from developers to C-suite founders, uses consultative value-based selling, and aligns customer needs with Google Cloud solutions to support long-term business growth. The representative leads the end-to-end sales process, from initiating customer conversations through coordinating internal and external teams to fulfill business commitments and increase consumption. The role advocates Google Cloud products and solutions to help organizations become more productive, collaborative, and mobile, and helps customers address scaling, growth, global expansion, customer acquisition, and revenue acceleration needs.

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 sales 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 multi-year 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; experience showcasing technology trends and Google Cloud differentiators.
Experience expanding existing accounts, securing new customers, and accelerating consumption business.
Experience structuring complex 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, including P&L management and accurate forecasting.

Responsibilities

Develop and implement business strategies to surpass business goals and build trusted, consultative customer relationships, using emerging technology trends, market analysis, and knowledge of cloud solutions to demonstrate how Google Cloud can transform customers' businesses.
Manage and track the sales pipeline from lead to close, maintaining pipeline health and accurate forecasting.
Manage complex, multi-year contracts and develop persuasive proposals demonstrating return on investment through customer business cases and comprehensive 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.