Security Sales Specialist, Retention and Expansion, Google Cloud
9 Months ago • 7 Years +
Business Development
Job Description
This Security Sales Specialist role focuses on retaining and expanding Google Cloud's cybersecurity customer base. Responsibilities include driving pipeline growth, managing renewal cycles, expanding into new customer groups, exceeding quarterly business goals, and increasing customer engagement. The role requires building strong customer relationships, serving as a subject matter expert, and collaborating with cross-functional teams. Success hinges on delivering business value, demonstrating product functionality, and identifying innovative solutions to drive overall value for Google Cloud. The ideal candidate possesses extensive experience in enterprise software/cloud sales, cybersecurity, and account management, along with excellent communication and negotiation skills.
Good To Have:
- Experience securing and growing customer bases
- Experience prioritizing and planning solution-based business activity
- Experience working cross-functionally with account teams, technical leads, procurement, and legal
- Knowledge of cloud and cybersecurity market trends
Must Have:
- 7+ years experience in renewals/sales/account management
- Experience selling enterprise cybersecurity/IT solutions
- Excellent communication, negotiation, and presentation skills
- Drive pipeline growth and exceed quarterly goals
- Build and maintain strong customer relationships
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 7 years of experience in renewals, account management, sales, or a customer-facing role in the enterprise software or cloud space.
- Experience selling to clients in the enterprise cyber-security or IT field.
Preferred qualifications:
- Experience securing and growing customer bases, carrying and exceeding strategic business goals in a business role.
- Experience prioritizing, planning, and organizing solution-based business activity within business cycles.
- Experience building and maintaining long-term executive relationships, ensuring customer success, adoption and expansion.
- Experience working cross-functionally, including account teams, technical leads, procurement, and legal, to inventory software estate, build business cases for transformation and implementation plans, and close large agreements.
- Knowledge of market trends, products, and solutions in Cloud and cyber-security
- Excellent negotiation, problem-solving, communication, presentation and listening skills.
About the job
In this role, you will help grow the cyber-security business by maintaining and growing relationships with our existing customer base. You will work with customers to deliver true business value, demonstrate product functionality and provide a comprehensive overview of key business use cases. You will lead day-to-day relationships with cross-functional team members and external customers, leading with empathy, while identifying innovative ways to multiply the impact of the team as a whole to drive overall value for Google Cloud.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
- Drive pipeline, manage renewal cycles, and expand our customer base, promoting security products and solutions to new groups inside existing customer organizations while delivering or exceeding quarterly business and growth goals.
- Increase engagement and experience for customers and prospects, building scalable and referenceable campaigns and testimonials alongside the Program Management team to maximize territory.
- Maintain and grow relationships with customers, influencing long-term strategic direction and establishing as a trusted advisor.
- Serve as the subject matter expert to the field organization and cross-functional teams, sharing best practices and improving product and market knowledge and skills.
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