Field Sales Representative, Enterprise Greenfield, Energy, Google Cloud

Google•Houston, TX

12d•$118,000 - $171,000

About The Position

As a Field Sales Representative focused on new customer acquisition for enterprise accounts, you will grow Google Cloud by acquiring new logos and securing foundational workloads to accelerate customer consumption. You will drive long-term business growth by understanding new customers’ critical issues 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. The role partners with customers through consultative value selling and advocates Google Cloud products and solutions to help organizations become more productive, collaborative, and mobile. The Google Cloud Platform team helps customers transform and build their businesses with cloud technology. Its products are developed for security, reliability, and scalability, spanning infrastructure, applications, devices, and hardware. The team serves developers, businesses, educational institutions, and government agencies. Google Cloud delivers enterprise-grade solutions and tools to customers in more than 200 countries and territories.

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 prospecting or building customer relationships from scratch.
Experience managing the full sales cycle, including pipeline management, forecasting, and reporting, as well as commercial negotiations and agreements.
Experience building relationships with a wide range of internal teams and customer stakeholders.

Nice To Haves

Experience with consultative executive selling, asking insightful and visionary questions, presenting future-forward proposals, and building multi-year account strategies and plans.
Experience qualifying leads and presenting the value proposition of cloud, data, and AI technologies in relation to customers’ business opportunities and issues.
Experience showcasing current technology trends and Google Cloud differentiators.
Experience structuring complex agreements, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
Enthusiasm for building Greenfield territories; experience acquiring new logos at scale and securing foundational workloads to accelerate consumption business.
Experience leading cross-functional teams and partners in project implementation and negotiation.
Demonstrated business and financial acumen.

Responsibilities

Lead prospecting and acquisition of net new logos, build customer relationships from scratch, and become a trusted advisor on customers’ long-term technology and business decisions.
Mobilize internal experts, including Customer Engineering, Partner, and Post-Sales teams, and external partners to drive consumption and deliver a seamless customer experience.
Manage complex, multi-year agreements and develop persuasive proposals demonstrating return on investment through customer business cases and deployment plans.
Manage and track the sales pipeline from lead to close, maintaining pipeline health and accurate forecasting.
Develop and implement sales strategies to surpass revenue targets and build trusted, consultative customer relationships.
Use emerging technology trends, market analysis, and knowledge of cloud solutions to demonstrate how Google Cloud can transform customers’ businesses.