Field Sales Representative, Health and Human Services, Google Public Sector

Google•Mountain View, CA

6d•$118,000 - $171,000

About The Position

As a Field Sales Representative (FSR) for Public Sector, you will serve as a strategic partner to public-sector accounts across public entities. 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 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 products and solutions that help organizations become more productive, collaborative, and mobile. Google Public Sector brings Google solutions purpose-built for government and education. The organization helps United States public-sector institutions accelerate digital transformation and invests in meeting the complex needs of local, state, and federal government and educational institutions. Individual pay is determined by job-related skills, experience, and relevant education or training. The listed U.S. compensation is $118,000–$171,000 USD, plus a 150% bonus target, equity, and benefits.

Requirements

Bachelor's degree or equivalent practical experience.
10 years of experience in quota-carrying enterprise technology/cloud sales to State and Local Government (SLED), including experience navigating State of California departments and agencies.
Experience with government contracting, procurement rules, and competitive bidding processes in California.
Experience managing a portfolio using revenue, 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 footprint based on production workload usage.
Experience engaging with CalHHS, the Department of Health Care Services (DHCS), the Department of Social Services (CDSS), the Department of Public Health (CDPH), or related state health 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 State of California Health and Human Services Agency (CalHHS) departments and affiliated entities.
Establish trusted-advisor relationships with cabinet-level leaders, agency CIOs, 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 State of California SAM/SIMM.
Partner with Customer Success Managers (CSMs), Cloud Architects, and Partner Delivery teams after signature to support rapid onboarding, achievement of project milestones, and a steady month-over-month consumption ramp.
Navigate California state procurement mechanisms, including Master Service Agreements (MSAs), Software Licensing Program (SLP), Leveraged Procurement Agreements (LPAs), and RFP processes.
Manage account growth strategies and engage customers through consultative value selling.
Lead the end-to-end sales process, coordinating internal and external teams to deliver business commitments and increase consumption.