Field Sales Representative, National Security, Google Public Sector

Google•Reston, VA

3d•$118,000 - $171,000

About The Position

Google Public Sector’s National Security team helps customers assess and deploy Google technologies in support of artificial intelligence, cybersecurity, and global infrastructure requirements across national security mission sets. The Field Sales Representative is responsible for the full sales cycle and all delivery outcomes, balancing internal and external stakeholder management to achieve results. The role drives net-new business opportunities, manages renewals, and meets quota targets. The Google Cloud Platform team helps customers transform their businesses with cloud technology built for security, reliability, and scalability. Google Public Sector brings Google solutions to government and education, supporting U.S. public-sector institutions as they accelerate digital transformation. Individual pay is determined by job-related skills, experience, and relevant education or training. The listed U.S. compensation is $118,000–$171,000, plus a 150% bonus target, equity, and benefits.

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 business-to-business (B2B) software company.
Experience working in a field sales role in the national security sector.
Active Top Secret/SCI security clearance with current polygraph.

Nice To Haves

Experience leading cross-functional teams and partners in project implementation and negotiation.
Experience qualifying leads and presenting the value proposition against customers’ business opportunities.
Experience showcasing current technology trends and Google Cloud differentiators.
Experience with agreement structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
Demonstrated business and financial acumen, including profit and loss management and accurate forecasting.

Responsibilities

Build and deepen executive relationships with enterprise customers to influence long-term technology and business decisions, serving as a trusted advisor.
Become an expert on customers’ businesses, including their SaaS product portfolios, technology strategies, strategic growth plans, business drivers, financial structures, customer bases, vertical-market offerings, and competitive landscapes.
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.
Drive business development, own operational excellence at scale, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.
Manage business cycles, present to Chief-level executives, and partner on terms.
Drive net-new business opportunities, manage renewals, and meet quota targets.