Key Account Executive IV, Google Cloud

Google•Austin, TX

1d•$147,000 - $204,000

About The Position

The Google Cloud Platform team helps customers transform and build their businesses using cloud technology. Its products are built for security, reliability, and scalability, spanning infrastructure, applications, devices, and hardware. The team works with customers across industries and organization sizes to help them realize the benefits of Google technology. In this role, you will serve as an executive seller to enterprise customers. You will use existing relationships with CEOs and other C-level executives and develop new relationships with business unit leaders to understand customer needs and influence their view of Google solutions. As a customer partner, you will apply consultative value-selling methods to support long-term business growth, communicate Google Cloud’s business value, and drive shareholder value. You will lead the sales process from initiating customer conversations through coordinating internal and external teams to deliver business commitments and increase consumption. You will advocate for Google products and solutions that help organizations become more productive, collaborative, and mobile. Google Cloud provides enterprise-grade solutions using Google technology and tools that help developers build more sustainably. Customers in more than 200 countries and territories use Google Cloud to support growth and address critical business problems. Individual pay is determined by job-related skills, experience, and relevant education or training. The stated US compensation is $147,000–$204,000, 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 B2B software company.
Experience building relationships with internal teams and customer stakeholders.
Experience managing the full sales cycle, including pipeline management, forecasting, and reporting.
Experience selling to enterprise accounts and selling a portfolio of products or solutions at the C-level.

Nice To Haves

Experience in consultative selling to oil and gas industry executives, asking insightful questions, presenting forward-looking proposals, and developing multi-year account strategies.
Experience qualifying leads and presenting the value proposition of cloud, data, and AI technologies in relation to customers’ strategic business opportunities and challenges; experience showcasing technology trends and Google Cloud differentiators.
Experience supporting large enterprise organizations, expanding existing accounts, securing new customers, and accelerating consumption business.
Experience structuring complex agreements, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
Experience leading cross-functional teams and partners in project implementation and negotiation.
Demonstrated business and financial acumen.

Responsibilities

Develop and implement sales strategies to exceed business goals and build trusted, consultative customer relationships, using technology trends, market analysis, and cloud-solutions knowledge to demonstrate how Google Cloud can transform customers’ businesses.
Manage and track the sales pipeline from lead to close, maintaining pipeline health and accurate forecasts.
Manage complex, multi-year agreements and develop persuasive proposals with clear return on investment, customer business cases, and comprehensive deployment plans.
Mobilize internal experts, including Customer Engineering, Partner, and Post-Sales teams, as well as external partners, to drive consumption and deliver a seamless customer experience.
Run and manage complex global accounts with opportunities across multiple functions, serving as the primary customer contact for adoption-related activities.