Field Sales Representative III, Public Sector

Google • Cambridge, MA

241d • $114,000 - $169,000 • Hybrid

About The Position

As a Field Sales Representative (FSR) for Public Sector, you will be working with our Public Sector accounts related to different public entities across Massachusetts and New Hampshire. You will leverage experience engaging with executives to build on existing relationships, establish relationships in new areas, and act as a business partner to understand our customer's challenges and goals. You will advocate the innovative power of our products and solutions to make public organizations more productive, collaborative, and mobile. Google Public Sector brings the magic of Google to the mission of government and education with solutions purpose-built for enterprises. We focus on helping United States public sector institutions accelerate their digital transformations, and we continue to make significant investments and grow our team to meet the complex needs of local, state and federal government and educational institutions.

Requirements

• Bachelor's degree or equivalent practical experience.
• 10 years of experience with quota-carrying cloud or software sales, or account management at a Business-to-Business software company.
• Experience working with the public sector market, including SLED entities across Massachusetts and New Hampshire.

Nice To Haves

• Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software across public sector, aligning solutions to drive business outcomes.
• 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 estate, define migration plans, and build migration business cases.
• Experience cultivating C-level relationships and influencing executives.
• Experience growing existing customer base and acquiring new logos at scale, to increase spend and accelerate consumption business.

Responsibilities

• Build executive relationships with enterprise customers to influence their technology and business decisions. Add value as a trusted advisor.
• Become an expert on our customers' business, including their SaaS product portfolio, technology strategy, growth plans, business drivers, financial structure, customer base, vertical market offering and engaged landscape.
• Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google Partners, to maximize business impact within Public Sector customers.
• Manage business cycles, presenting to C-level executives and discussing terms.
• Drive business development, own operational excellence at scale, forecast accurately, and achieve goals by leading customers through the entire business cycle.

Benefits

• Base salary range of $114,000-$169,000 + bonus + equity + benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Web Search Portals, Libraries, Archives, and Other Information Services
• Education Level: Bachelor's degree