Field Sales Representative, Public Sector Google Cloud
Job Summary
Job Description
The Field Sales Representative for Google Cloud's Public Sector will focus on Australian and New Zealand public sector accounts. Responsibilities include building executive relationships, becoming a trusted advisor, developing account strategies for growth, working cross-functionally, managing business cycles, presenting to C-level executives, driving business development, and achieving sales goals. The role requires expertise in understanding customers' businesses and technology strategies, and leading customers through the entire sales cycle. This involves advocating Google Cloud's solutions to improve public organizations' productivity, collaboration, and mobility.
Must have:
- 10+ years quota-carrying cloud/software sales experience
- Australian NV1 clearance
- Executive relationship building
- Account strategy development
- Cross-functional team collaboration
- Sales cycle management
Good to have:
- Experience with public sector cloud solutions
- Experience growing customer base and increasing spend
- Commercial and legal negotiation experience
- Experience working with Customer Engineers
- C-level relationship cultivation
5 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 obtain Negative Vetting Level 1 (NV1) clearance under the Australian Government Protective Security Policy Framework (PSPF).
Preferred qualifications:
- Experience promoting cloud solutions, infrastructure software, databases, investigative tools, or applications software across public sector, aligning solutions to motivate business outcomes.
- Experience growing an existing customer base and acquiring new business at scale, to increase spend and accelerate business growth.
- Experience working with, and leading, cross-functional teams and partners in implementations and business agreement discussions.
- 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 for the Public Sector, you will be working with our Public Sector accounts related to different public entities across Australia and New Zealand. You will build on existing relationships, establish relationships in new areas, and act as a business partner to understand our customers' challenges and goals. You will advocate the innovative power of our products and solutions to make public 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 executive relationships with Public Sector customers to influence their technology and business decisions. Add value as a trusted advisor.
- Become an expert on our customers' businesses, including their SaaS product portfolio, technology strategy, growth plans, business drivers, financial structure, customer base, vertical market offering, and engaging landscape.
- Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google Partners, to maximize business impact within Public Sector customers.
- Manage business cycles, presenting to C-level executives and discussing 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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