Field Sales Representative, Enterprise Growth, Google Cloud
Job Summary
Job Description
- 10+ years quota-carrying cloud/software sales experience
- B2B software account management experience
- Fluent English and Spanish communication
- Executive relationship building and influence
- Lead account strategy and cross-functional collaboration
- Negotiation and C-level presentation skills
- Experience selling cloud solutions (infrastructure, databases, analytics)
- Experience growing customer base and increasing spend
- Experience with commercial and legal negotiations
- Experience working with Customer Engineers and technical leads
7 skills required
Job Details
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 10 years of experience with quota-carrying cloud or software sales, or account management at a B2B software company.
- Ability to communicate in English and Spanish fluently to support client relationship management in this region.
Preferred qualifications:
- Experience selling cloud solutions, infrastructure software, databases, analytic tools, or applications software across multiple industries, and aligning solutions to drive business outcomes.
- Experience growing existing customer base and acquiring new logos at scale, to increase spend and accelerate business consumption.
- Experience working with, and leading, cross-functional teams and partners in implementations and negotiations.
- Experience with commercial and legal negotiations, 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.
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 enterprise accounts. You will leverage experience engaging with executives to build on existing relationships, establish relationships in new areas, and act as a business partner to understand the customer's challenges and goals. You will advocate the innovative power of the products and solutions to make organizations more productive, collaborative, and mobile.
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, work cross-functionally with multiple teams and Google Partners, to maximize business impact within enterprise customers.
- Manage business cycles, present to C-level executives and negotiate 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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