Field Sales Representative III, Federal Civilian, Google Public Sector

Google•Washington, DC

9h•$118,000 - $171,000

About The Position

As a Field Sales Representative (FSR) for Google Public Sector, you will serve as a strategic partner to public sector accounts related to Federal Civilian agencies. You will manage account growth strategies and engage customers using consultative value selling. You will drive long-term business growth by understanding customers’ critical challenges and aligning them with Google Cloud’s portfolio of solutions. You will lead the end-to-end sales process, from initiating customer conversations to coordinating internal and external teams to deliver business commitments and increase consumption. You will advocate for Google products and solutions that help organizations become more productive, collaborative, and mobile. Google Public Sector brings Google’s solutions to government and education, with offerings purpose-built for enterprises. The organization supports digital transformation across U.S. public sector institutions and invests in serving the needs of local, state, and federal government and educational institutions.

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 working with U.S. Federal Civilian agencies.
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, and managing commercial negotiations and agreements.
Experience selling to enterprise accounts and selling a portfolio of products or solutions at the C-level.

Nice To Haves

5 years of experience building strategic business partnerships with Tribal Nations/Tribal Casinos and Department of the Interior (DOI) customers.
Experience with large, complex commercial and legal negotiations involving procurement, legal, and business teams.
Experience promoting Google Cloud computing technologies to large and complex organizations across geographies.
Ability to collaborate across organizational boundaries, build relationships, and share talent and ideas to achieve broader organizational goals.
Ability to present analyses and explain technical concepts simply to technical and non-technical audiences.
Ability to influence decisions at the executive level.

Responsibilities

Build and deepen executive relationships with public sector customers, influence long-term strategic direction, and serve as a business partner.
Negotiate and manage the entire sales cycle, often presenting to C-level executives at public sector customers.
Lead account strategy to generate and develop business growth opportunities, collaborating with Customer Engineers and Google Partners to optimize territory results and open opportunities with large public sector customers.
Understand each customer’s technology footprint, strategic growth plans, business drivers, technology strategy, and competitive landscape.
Drive business development, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.