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Field Sales Representative, Corporate/Digital Natives

Field Sales Representative, Corporate/Digital Natives

1 Week ago • 7 Years + • Business Development

About the job

7 skills required for this role

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google-cloud-platform

communication

scalability

prospecting

account-management

cross-functional

saas-business-models

Job Description

As a Field Sales Representative (FSR) at Google Cloud, you'll focus on acquiring new startup customers and securing foundational workloads to accelerate consumption revenue. You'll lead engagements, identify business challenges, and partner with cross-functional teams to develop solutions. This role requires building strong customer relationships at all levels, from developers to C-suite executives. You'll manage complex sales cycles, present to executives, negotiate terms, and drive business development. You will leverage resources like Customer Engineering, Business Development, and Partners to maximize outcomes. The ideal candidate will have extensive experience in quota-carrying cloud or software sales, experience in working with startups and digital natives, and expertise in commercial negotiations.

Must have:

7+ years quota-carrying cloud/software sales experience
Bachelors degree or equivalent experience
Fluency in English and Spanish
Experience prospecting and building customer relationships
Lead account strategy and cross-functional collaboration
C-level relationship building and executive influence

Good to have:

Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools
Experience working with cross-functional teams in implementations and negotiations
Experience in commercial and legal negotiations
Experience working with Customer Engineers and customers' technical leads
Experience acquiring new logos at scale

Minimum qualifications:

Bachelor's degree or equivalent practical experience.
7 years of experience with quota-carrying cloud or software sales, or account management at a business-to-business software company.
Experience prospecting, or building customer relationships from scratch.
Ability to communicate fluently in English and Spanish.

Preferred qualifications:

Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software to Startups or Digital Native organizations, aligning solutions to drive business outcomes.
Experience working with, and leading, cross-functional teams and partners in implementations and negotiations.
Experience in commercial and legal negotiations, and working with Procurement, Legal, and Business teams.
Experience working with Customer Engineers and customers' technical leads to inventory software estate, define migration plans, and build migration business cases.
Experience cultivating C-level relationships and influencing executives.
Excitement for building Greenfield territories, experience acquiring new logos at scale and securing foundational workload(s) to accelerate consumption revenue.

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), focused on new customer acquisition for accounts within the startup ecosystem, you will grow Google Cloud by acquiring new logos and securing the foundational workload(s) to accelerate their consumption business. You will lead engagements with cross-industry startup customers and assist them in solving their business challenges with our solutions. You will identify specific business problems, working with stakeholders across accounts, and partnering with extended teams to develop technical solutions to solve them. You'll build meaningful customer relationships across levels, from developers to C-suite executives. Additionally, you will lead a cross-functional team and leverage the right resources, including Customer Engineering, Business Development, cross-functional sellers, and Partners to maximize outcomes. Google Cloud's unique capabilities empower startups to address critical needs in scaling, growth, and global expansion, while also offering advanced technologies that drive differentiation, customer acquisition, and business acceleration.

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.

Responsibilities

Build and deepen executive relationships with enterprise customers to influence their long-term technology and business decisions. Add value as a trusted advisor.
Become an expert on the customers' business, including their SaaS product portfolio, technology strategy, strategic growth plans, business drivers, financial structure, customer base, vertical market offering and competitive landscape.
Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google Partners, to maximize business impact within 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 strategic goals by leading customers through the entire business cycle.

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About The Company

Google

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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.