Field Sales Representative I, Greenfield, Startups, Google Cloud
About The Position
As a member of the Google Cloud team, you inspire leading companies, schools, and government agencies to work smarter with Google tools like Google Workspace, Search, and Chrome. You advocate for the innovative power of our products to make organizations more productive, collaborative, and mobile. Your guiding light is doing what’s right for the customer, you will meet customers exactly where they are at and provide them the best solutions for innovation. Using your passion for Google products, you help spread the magic of Google to organizations around the world. As a Field Sales Representative (FSR), focused on new customer acquisition for accounts within the startup ecosystem, you will grow Google Cloud by acquiring new logos and securing the foundational workload(s) to accelerate their consumption revenue. You will drive long-term revenue growth by gaining a deep understanding of new customers' critical challenges and aligning them with Google Cloud's portfolio of solutions. You will lead the end-to-end sales process, from initiating customer conversations to orchestrating internal and external teams to deliver revenue commitments and increased consumption. You will be a strategic partner to cross-industry Startup and Digital Native accounts, engaging customers, from developers to C-suite founders, with consultative value selling methodology. Google Cloud's unique capabilities empower Startups and Digital Natives to address critical needs in scaling, growth, and global expansion, while also offering advanced technologies that drive differentiation, customer acquisition, and revenue 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.
Requirements
- Bachelor's degree or equivalent practical experience.
- 4 years of experience in quota-carrying cloud or software sales, or consultative account management at a B2B software company.
- Experience engaging and building relationships with a range of internal teams and customer stakeholders.
Nice To Haves
- Experience with consultative selling to executives at Startup or Digital Native organizations, asking questions, presenting future-forward proposals, and building multi-year account strategies and plans.
- Experience qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ business opportunities and challenges.
- Experience prospecting and building new customer relationships, acquiring new logos at scale, and securing foundational workload(s) to accelerate consumption revenue.
- Experience leading cross-functional teams and partners in project implementation and negotiation.
- Experience with complex deal structuring, negotiating commercial agreements, and supporting multi-year engagements.
- Demonstrated business and financial acumen, including P&L management and accurate forecasting.
Responsibilities
- Develop and implement sales strategies to surpass revenue targets and build trusted, consultative relationships with customers. Leverage emerging technology trends, market analysis, and knowledge of cloud solutions to showcase how Google Cloud can transform customers' business.
- Manage and track the sales pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes.
- Manage complex, multi-year contracts and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans.
- Mobilize internal experts (Customer Engineering, Partner, Post-Sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.
- 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.
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What This Job Offers
Job Type
Full-time
Career Level
Entry Level
