Business Development Manager, Startups
Job Summary
Job Description
- 4+ years of quota-carrying cloud/software sales experience
- B2B software account management experience
- Startup/digital native client support experience
- Fluent Mandarin and English communication
- Mid-market enterprise account management
- C-level executive presentations and negotiations
- Experience with business and legal negotiations
- Experience promoting cloud solutions and infrastructure software
- Experience acquiring new logos and growing existing customer base
- Experience working with partners and cross-functional teams
7 skills required
Job Details
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 4 years of experience with quota-carrying cloud or software sales, or account management at a B2B software company.
- Experience in supporting, startups or digital native clients, etc.
- Ability to communicate in Mandarin and English fluently as this is a customer-facing role that requires interactions with local stakeholders.
Preferred qualifications:
- Experience with business and legal negotiations, working with Procurement, Legal, and Business teams.
- Experience promoting cloud solutions, infrastructure software, databases, analytic tools, or applications software across multiple industries and accounts, aligning solutions to drive business outcomes.
- Experience acquiring new logos and securing foundational workloads, while growing existing customer base to increase spend and accelerate consumption business.
- Experience working with partners, customer engineers and customers technical leads to inventory software estate, define migration plans, and build migration business cases.
- Experience working with, and leading, cross-functional teams and partners.
About the job
The Google Cloud Platform team helps customers transform and build what's next for their business — all with technology built in the cloud. Our products are developed for security, reliability and scalability, running the full stack from infrastructure to applications to devices and hardware. Our teams are dedicated to helping our customers — developers, small and large businesses, educational institutions and government agencies — see the benefits of our technology come to life. As part of an entrepreneurial team in this rapidly growing business, you will play a key role in understanding the needs of our customers and help shape the future of businesses of all sizes use technology to connect with customers, employees and partners.
As a Field Sales Representative (FSR), you will manage the growth strategy for Mid-Market Enterprise (MME) accounts. You will engage with executives to build on existing relationships, and act as a business partner to understand our customer's issues and goals. You will advocate the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile.
Responsibilities
- Build executive relationships with mid-market enterprise customers and the partner ecosystem to influence their short-term and long-term technology and business decisions. Add value as a trusted advisor.
- Be an expert on customers business, including their SaaS product portfolio, technology strategy, growth plans, business drivers, financial structure, customer base, vertical market offering and engaging landscape.
- Lead territory and priority account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google partners, to maximize business impact within mid-market enterprise customers.
- Manage complex business cycles, presenting to C-level executives and negotiating terms.
- Drive business development, own operational excellence at scale, forecast accurately, and achieve goals by leading customers through the entire business cycle.
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About The Company
A problem isn't truly solved until it's solved for all. Googlers build products that help create opportunities for everyone, whether down the street or across the globe. Bring your insight, imagination and a healthy disregard for the impossible. Bring everything that makes you unique. Together, we can build for everyone.
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