Field Sales Representative III, Enterprise, Google Cloud

Google•Cambridge, MA

13d•$118,000 - $171,000

About The Position

The Google Cloud Platform team helps customers transform their businesses with cloud technology designed for security, reliability, and scalability, spanning infrastructure, applications, devices, and hardware. The team works with customers across industries and organization sizes to help them realize the benefits of Google technology. As a Field Sales Representative, you will serve as a strategic partner to Google Cloud customers in your territory and manage enterprise account growth strategies through consultative value selling. You will understand customers’ critical issues and align them with Google Cloud solutions to drive long-term business growth. You will lead the end-to-end business process, from initiating customer conversations through coordinating internal and external teams to deliver business commitments and increase consumption. You will 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 to help organizations digitally transform, grow, and address critical business problems. The stated U.S. pay range is $118,000–$171,000, 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.
10 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 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, 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 opportunities and challenges; experience 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.
Demonstrated business and financial acumen, including P&L management and accurate forecasting.
Passion for building Greenfield territories, with experience acquiring new logos and securing foundational workloads to accelerate consumption business.

Responsibilities

Develop and implement business strategies to surpass business goals and build trusted, consultative customer relationships, using technology trends, market analysis, and cloud-solutions knowledge to demonstrate 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 contracts and develop persuasive proposals that demonstrate 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.
Lead prospecting and acquisition of new logos, build customer relationships from scratch, and establish trusted-advisor relationships on long-term technology and business decisions.