Field Sales Representative, Startups and Corporate
Job Summary
Job Description
- 7+ years quota-carrying cloud/software sales experience
- B2B software sales or account management experience
- Prospecting and relationship-building skills
- C-level relationship building and executive influencing
- Cross-functional team collaboration
- Commercial and legal negotiation experience
- Experience selling cloud solutions to startups or digital natives
- Experience with customer engineers and technical leads
- Experience building Greenfield territories and acquiring new logos
6 skills required
Job Details
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 B2B software company.
- Experience prospecting, or building customer relationships from scratch.
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 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 in building Greenfield territories and acquiring new logos at scale and securing foundational workloads to accelerate the 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), focused on new customer acquisition for accounts within the corporate and startup ecosystem, you will grow Google Cloud by acquiring new logos and securing the foundational workloads to accelerate the consumption business. You will lead engagements with cross-industry startup customers and assist them in solving their business tests with our solutions. You will identify specific business issues, working with stakeholders across accounts, and partnering with extended teams to develop technical solutions to solve them. You will 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
- Lead prospecting and acquisition of new logos, creating and building customer relationships from scratch, and establishing yourself as a trusted advisor on their long-term technology and business decisions.
- Become an expert in customers business, including the 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 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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About The Company
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.
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