Field Sales Representative, Startup Acquisition, Cloud GTM

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 7 years of experience in quota-carrying cloud or software sales, or consultative account management at a Business-to-Business (B2B) software company.
• Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.

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 driving growth of cloud technologies in the Digital Natives/Startups industry.
• Experience acquiring new logos at scale and securing foundational workload(s), while growing existing customer base, to increase spend and accelerate consumption revenue.

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 enterprise accounts, 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 issues 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 partner to customers, while leveraging consultative value selling methodology. You will advocate the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile.Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s 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

• Develop and implement sales strategies to surpass revenue targets, building trusted and consultative relationships with customers by leveraging 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 healthy and accurate forecasting for clear visibility into expected outcomes.
• Manage multi-year contracts and formulate persuasive proposals that demonstrate clear return on investment through customer business cases and comprehensive deployment plans.
• Mobilize internal experts across customer engineering, partner, post-sales, as well as external partners at the right time to drive consumption and deliver a seamless customer experience.
• Lead prospecting and acquisition of net new logos by building customer relationships from scratch, and establishing yourself as a trusted advisor on their long-term technology and business decisions.

Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Google's EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know by completing our Accommodations for Applicants form .