Key Account Executive, Google Cloud

Google•San Francisco, CA

6h•$147,000 - $204,000

About The Position

The Google Cloud Platform team helps customers transform and build their businesses with cloud technology. Its products are designed for security, reliability, and scalability, spanning infrastructure, applications, devices, and hardware. The team works with customers across industries and organization types to help them realize the benefits of Google technology. As a Key Account Executive, you will serve as the executive seller for Google Cloud’s most strategic enterprise accounts. You will use existing relationships with CEOs and other C-level executives while developing relationships with business-unit leaders to understand customer challenges and influence their perspective on Google solutions. As a strategic partner, you will apply consultative value selling and industry knowledge to support long-term business growth and communicate the business value of Google Cloud. You will lead the end-to-end sales process, from initiating customer conversations through coordinating internal and external teams to deliver business commitments and increase customer consumption. You will advocate for Google Cloud products and solutions that help organizations become more productive, collaborative, and mobile. Individual pay is determined by job-related skills, experience, and relevant education or training. The stated U.S. 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 engaging and building relationships with a wide range of 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 with consultative selling to financial services executives, including asking questions, presenting forward-looking proposals, and building multi-year account strategies and plans.
Experience qualifying leads and presenting the value of cloud, data, and AI technologies in relation to customers’ strategic business opportunities and challenges, and 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.
Excellent business and financial acumen.

Responsibilities

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