Field Sales Representative III, Growth, Startups, Google Cloud
Job Summary
Job Description
- 10+ years quota-carrying cloud/software sales experience
- B2B software experience
- Executive relationship building
- Negotiation and cross-functional collaboration
- Account strategy development and execution
- Sales cycle management
- Experience with startups and digital native organizations
- Customer Engineer collaboration
- Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software
- C-level relationship cultivation
- Bonus
- Equity
- Benefits
6 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.
Preferred qualifications:
- 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.
- Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software to Startups or Digital Native organizations, drive business outcomes.
- Experience growing existing customer base and acquiring new logos at scale, to increase spend and accelerate consumption business.
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) within our Startups organization, you will manage the growth strategy for accounts across the startup ecosystem. 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 our customer's challenges and goals. You will advocate the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile. Google Cloud's capabilities startups to address critical needs in scaling, growth, and global expansion, while also offering advanced technologies that drive differentiation, customer acquisition, and business generation 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.
The US base salary range for this full-time position is $114,000-$169,000 + 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.
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 advisor.
- Become an expert on business, including their SaaS product portfolio, technology strategy, growth plans, business drivers, financial structure, customer base, vertical market offering, and engaged landscape.
- Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google Partners, to maximize business impact within startup customers.
- Manage 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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