Field Sales Representative, GovOps and Climate, Google Public Sector

Google•Mountain View, CA

11d•$118,000 - $171,000

About The Position

As a Field Sales Representative for Public Sector, you will partner with public-sector accounts and manage account growth strategies using consultative value selling. You will drive long-term business growth by understanding customers’ critical needs and aligning them with Google Cloud solutions. You will lead the business process from initiating customer conversations through coordinating internal and external teams to deliver business commitments and increase consumption. You will advocate for products and solutions that help organizations become more productive, collaborative, and mobile. Google Public Sector brings Google solutions to government and education, focusing on helping U.S. public-sector institutions accelerate digital transformation. This role supports California State agencies, including Caltrans, GovOps, and Climate, and aligns Google Cloud capabilities with agency priorities and compliance frameworks.

Requirements

Bachelor's degree or equivalent practical experience.
10 years of experience in quota-carrying enterprise technology or cloud sales to State and Local Government (SLED), including experience with California State agencies such as Caltrans, GovOps, and Climate.
Experience with government contracting, procurement rules, and engaged bidding processes in California.
Experience managing a portfolio using business, annual contract value (ACV), and consumption/burndown metrics.

Nice To Haves

Experience leading consumption-oriented go-to-market motions, including tracking post-sales consumption, managing pipeline from booking through deployment, and expanding customer footprint based on production workload usage.
Experience engaging with Caltrans, GovOps, Climate, or related California state entities.
Familiarity with how AI/ML, data analytics, and modern cloud infrastructure address public-sector challenges such as fraud/waste detection, case management modernization, interoperability, and constituent self-service.
Track record of orchestrating cross-functional teams, including solutions engineering, customer engineering, legal, regulatory compliance, partners, and executive leadership.

Responsibilities

Define and execute territory and account strategies across California State agencies, including Caltrans, GovOps, and Climate.
Establish trusted-advisor relationships with cabinet-level leaders, agency CIOs and CDOs, procurement officers, and operational program directors.
Align Google Cloud capabilities—including GenAI, Vertex AI, data platforms/BigQuery, infrastructure modernization, and security—with state health priorities, public benefit delivery, and compliance frameworks such as HIPAA, FedRAMP, MARS-E, and California SAM/SIMM.
Partner with Customer Success Managers, Cloud Architects, and Partner Delivery teams after contract signature to support rapid onboarding, project milestones, and steady month-over-month consumption growth.
Navigate California state procurement mechanisms, including Master Service Agreements, the Software Licensing Program, Leveraged Procurement Agreements, and RFP processes.
Manage account growth strategies and lead the business process from customer conversations through coordination of internal and external teams to deliver commitments and increase consumption.