Field Sales Representative, Startups, Acquisition, Google Cloud
About The Position
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 be focused on new customer acquisition for accounts within the startup ecosystem. In this role, you will grow Google Cloud by acquiring new logos and securing the foundational workload to accelerate their consumption business growth. You will drive long-term business growth by gaining an understanding of new customers' critical challenges and aligning them with Google Cloud's portfolio of solutions. You will also lead the business process, from initiating customer conversations to orchestrating internal and external teams to deliver commitments and increased consumption. 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.
- 10 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 wide range of internal teams and customer stakeholders.
- Experience prospecting, or building customer relationships from scratch.
- Experience managing the full business cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
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 with agreement structuring, negotiating commercial agreements, and supporting multi-year engagements.
- Experience leading cross-functional teams and partners in project implementation and negotiation.
- Experience with business and financial acumen, including profit and loss management and accurate forecasting.
- Passion for building Greenfield territories, with experience acquiring new logos and foundational workloads to accelerate consumption business growth.
Responsibilities
- Develop and implement strategies to surpass business growth goals 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 business pipeline, ensuring health and accurate forecasting for clear visibility into expected outcomes.
- Manage multi-year contracts and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans.
- Mobilize internal experts (e.g., customer engineering, partner, post-sales) and external partners at the right time to drive consumption and deliver a positive customer experience.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
