AI Sales Specialist III, ISV, West
Job Summary
As an AI Sales Specialist III, you'll build and expand relationships with customers, deliver business value, demonstrate product functionality, and showcase key use cases. You'll work with cross-functional teams and external clients, identifying innovative solutions to drive value for Google Cloud. Responsibilities include managing business cycles, identifying solution use cases, influencing account direction, meeting quotas, collaborating with Google accounts and cross-functional teams to develop Go-to-Market strategies, and executing account plans. You'll work with multiple customers simultaneously, understanding their technology, growth plans, and business drivers to help them transform using Google Cloud technologies.
Must Have
- 10+ years enterprise software sales experience
- ISV space experience
- AI use case identification & selling
- Quota achievement & exceeding goals
- Cross-functional team collaboration
Good to Have
- Long-term executive relationship management
- New territory/account development
- Customer success, adoption, and expansion
- Building business cases for transformation
- Leveraging partner ecosystem
Perks & Benefits
- Bonus
- Equity
- Benefits
Job Description
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 10 years of experience in a sales role in enterprise software, cloud space, or AI space.
- Experience in, or supporting the ISV space.
- Experience identifying AI use cases to solve customer challenges or selling AI technology to clients.
Preferred qualifications:
- Experience supporting long-term executive relationships, and developing new territories/accounts, while ensuring customer success, adoption and expansion.
- Experience working cross-functionally (including account teams, technical leads, procurement, and legal) to inventory existing software estates, build business cases for transformation with implementation plans, and close agreements.
- Experience carrying and exceeding business goals in a sales role.
- Experience prioritizing, planning, and organizing solution-based business activity within business cycles, including qualifying accounts and leveraging our partner ecosystem.
- Knowledge of market trends, products, and solutions (including foundational technical understanding) of Cloud and AI.
- Excellent skills in discussion, problem-solving, and engaged listening.
About the job
As an Artificial Intelligence (AI) Sales Specialist, you will help us grow our AI business by building and expanding relationships with new and existing customers. In this role, you will work with customers to deliver true business value, demonstrate product functionality, and provide a comprehensive overview of key business use cases. Business cycles will include a combination of productivity use cases, as well as working with product teams to help our customers build new products leveraging our AI solutions. You will lead day-to-day relationships with cross-functional team members and external customers, leading with empathy, while identifying innovative ways to multiply your impact and the impact of the team as a whole to drive overall value for Google Cloud.
Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s cutting-edge technology, and tools that help developers build more sustainably. Customers in more than 200 countries and territories turn to Google Cloud as their trusted partner to enable growth and solve their most critical business problems.
The US base salary range for this full-time position is $134,000-$198,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.
Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about .
Responsibilities
- Build relationships with customers as a subject matter expert and trusted advisor, managing business cycles, identifying solution use cases, and influencing long-term direction of accounts.
- Deliver against quota and achieve or exceed business and growth goals while forecasting and reporting our territory’s business.
- Work with Google accounts and cross-functional teams (e.g. Customer Engineering, Marketing, Customer Success, Product, Engineering, Channels) to develop Go-to-Market strategies, drive pipeline and business growth, close agreements, understand customer, and provide excellent prospect and customer experience.
- Develop and execute account plans informed by our responsible AI framework across an assigned territory or market.
- Work with multiple customers and opportunities simultaneously, understanding each customer’s technology footprint and strategy, growth plans, business drivers, competitors, and how they can transform their business using our technologies.