Business Development Manager, Startups

1 Month ago • 4 Years + • Business Development

Job Summary

Job Description

The Business Development Manager, Startups role at Google Cloud Platform focuses on growing the mid-market enterprise (MME) customer base. Responsibilities include building executive relationships, acting as a trusted advisor to understand customer needs and goals, and advocating for Google Cloud solutions. The role requires managing complex sales cycles, presenting to C-level executives, negotiating terms, and driving business development. Success involves forecasting accurately, achieving sales goals, and leading customers through the entire sales cycle. Fluency in Mandarin and English is essential for interacting with local stakeholders. The ideal candidate will have experience in cloud or software sales, supporting startups, and working with cross-functional teams.
Must have:
  • 4+ years of quota-carrying cloud/software sales experience
  • B2B software experience, supporting startups
  • Fluent in Mandarin and English
  • Experience with business negotiations
  • Lead generation and account growth
Good to have:
  • Experience with Procurement, Legal, and Business teams
  • Promoting cloud solutions across multiple industries
  • Working with partners and technical leads
  • Leading cross-functional teams

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.

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 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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