Google Cloud Sales Specialist

NTT Ltd.•Washington, DC

3d•$75,000 - $139,000•Remote

About The Position

The Google Cloud Sales Specialist drives sales of Google Cloud, data, and enterprise AI solutions and services. The role owns the sales lifecycle for complex pursuits, from developing the sales thesis and originating opportunities through commercial negotiation and closing. It includes pursuing qualified leads from the Client Management team while also creating pipeline within an assigned client base. The specialist builds collaborative relationships with Google Cloud field sales representatives, customer engineers, and specialist leaders to co-develop opportunities and close services deals. They engage senior executives with industry-specific business cases that explain the business value and return on investment of generative AI, modern data platforms, and cloud migrations. Working with enterprise solution architects, client managers, technology vendors, and other internal teams, they shape solutions and commercial proposals around client goals. The role requires strong knowledge of Google Cloud services and the competitive landscape, along with the ability to translate technical architectures into compelling business narratives. The specialist uses structured sales methods and account and opportunity plans to manage deal progression, forecasting, and stakeholder alignment. This is a home office-based remote position with occasional travel for company meetings; evening work may be required to collaborate with colleagues in Asia and Europe and support the Global Sales Team. The position offers a base salary of $75,000 to $139,000 plus variable bonus, with uncapped performance incentives and accelerators.

Requirements

At least 7 years of quota-carrying enterprise technology sales or IT consulting/services experience.
Documented history of consistent attainment above 100% against multi-million-dollar annual targets.
Demonstrated expertise navigating and monetizing the Google Cloud partner ecosystem.
Prior experience co-selling with Google enterprise sales teams across North America.
Strong experience and proven success achieving and exceeding sales and financial goals in a technology or services environment focused on cloud solutions and services.
Conversational mastery of Google Cloud core services, Gemini models, Vertex AI, BigQuery, and enterprise data modernization.
Ability to translate complex cloud architectures into clear executive narratives and non-technical business analogies.
Experience negotiating complex, multi-party agreements involving legal, procurement, technology, and vendor alliances.
Strong emotional intelligence, active listening, and ability to challenge executive assumptions and guide discussions toward strategic business outcomes.
Ability to mobilize cross-functional teams, including presales architects, delivery partners, marketing, and vendor counterparts, around a deal strategy.
Strong understanding of competitors and effective sales strategies.
Ability to develop customer relationships up to senior leadership levels and deliver engaging sales presentations.
Excellent negotiation skills and a client-centric approach to solving customer problems.
Ability to work effectively in a team-selling approach and adapt quickly to new missions or urgent deadlines.
Bachelor’s degree in Business, Information Systems, Computer Science, IT/systems, sales, or a related field, or equivalent practical sales experience.
Formal certification or extensive mastery in structured sales frameworks such as MEDDPICC, Challenger, SPIN, or ValueSelling.
Industry or vendor sales certifications.

Nice To Haves

Google Cloud certification, such as Cloud Digital Leader, Associate Cloud Engineer, or Professional Cloud Architect.

Responsibilities

Own the sales lifecycle for complex Google Cloud, data, and enterprise AI pursuits, from thesis development through commercial negotiation and close.
Carry direct quota accountability and pursue qualified leads provided by the Client Management team.
Generate pipeline and opportunities within the assigned client base.
Build relationships with Google Cloud field sales representatives, customer engineers, and specialist leaders across North America to co-develop pipelines and close services deals.
Engage C-level executives with industry-specific business cases about the value and ROI of generative AI, modern data platforms, and cloud migrations.
Partner with enterprise solution architects and client managers to develop solutions and structure commercial frameworks, including consumption models, milestone-based delivery, and ROI-backed business cases.
Penetrate targeted enterprise accounts, challenge incumbent solutions, reframe client challenges, and align business outcomes with Google technology capabilities.
Maintain pipeline hygiene, accurate forecasting, and high-velocity deal progression using sales methodologies and tools.
Keep current with cloud technology trends and the competitive landscape; prepare and deliver client workshops and presentations.
Work with technology vendors to integrate their solutions into offerings and develop competitive proposals.
Coordinate with internal teams and stakeholders to track and manage proposal scope and sales activities.
Build and maintain client relationships at senior leadership levels, understand customer problems, and present best-fit solutions.
Adapt to new missions and urgent deadlines, including evening collaboration with global colleagues when required.