Fields Sales Representative, SLED, Mountain West, Public Sector

Google • Utah, UT

16h • $118,000 - $176,000 • Hybrid

About The Position

As a Field Sales Representative (FSR) for the Public Sector, you will serve as a strategic partner to public sector accounts related to different public entities across the Mountain West region. You will manage account growth strategies, engaging customers with consultative value selling methodology. You will drive long-term business growth by gaining a deep understanding of your customers' critical challenges and aligning them with Google Cloud's portfolio of solutions. You will lead the end-to-end business process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. Google Public Sector brings the magic of Google to the mission of government and education with solutions purpose-built for enterprises. We focus on helping United States public sector institutions accelerate their digital transformations, and we continue to make significant investments and grow our team to meet the complex needs of local, state and federal government and educational institutions.

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 working with the public sector market (e.g., government, state, municipalities, or education) entities across the Mountain West region.
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
• Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.

Nice To Haves

• Experience with consultative selling to the public sector, asking questions, presenting proposals, and building multi-year account strategies.
• Experience qualifying leads and presenting the value proposition against customers’ business opportunities, and showcasing current technology trends and Google Cloud differentiators.
• Experience expanding existing accounts, securing new customers, and accelerating the consumption business.
• Experience working with, and leading, cross-functional teams and partners to promote and win together.
• Experience with complex agreement structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
• Experience leading cross-functional teams and partners in project implementation and negotiation.

Responsibilities

• Build and deepen executive relationships with enterprise customers to influence their long-term technology and business decisions. Add value as a trusted advisor.
• Become an expert on the customers' business, including their SaaS product portfolio, technology strategy, strategic growth plans, business drivers, financial structure, customer base, vertical market offering and competitive landscape.
• Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google Partners, to maximize business impact within Public Sector 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 strategic goals by leading customers through the entire business cycle.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level