Field Sales Representative, Digital Native, Google Cloud

Google LLC; City of Melbourne; On-site; AUD 120,000 - 170,000; Full time

Job summary

Google LLC in Melbourne is hiring a Field Sales Representative for Google Cloud focused on new customer acquisition within the startup ecosystem. You will grow Google Cloud by securing new logos and foundational workloads to accelerate consumption, shaping multi-year engagements, and delivering consultative value selling to developers and executives.

You will lead end-to-end sales processes, align with cross-functional teams, and become a trusted advisor on technology and business decisions,

Qualifications

• Bachelor's degree or equivalent practical experience.
• 4 years in quota-carrying cloud or software sales or consultative account mgmt.
• Experience prospecting and building customer relationships.
• Experience engaging with internal teams and customer stakeholders.
• Experience in or supporting the startup ecosystem.

Responsibilities

• Develop and implement business strategies to surpass goals and build trusted relationships with customers.
• Manage and track the business pipeline with reliable forecasts.
• Handle multi-year agreements and present compelling ROI through deployment plans.
• Mobilize internal experts and external partners to drive consumption and a seamless customer experience.
• Lead prospecting and acquisition of net new logos, building relationships from scratch.

Skills

Cloud/software sales

Prospecting

Relationship building

Stakeholder management

Startup ecosystem

Education

Bachelor's degree

Job description

Field Sales Representative, Digital Native, Google Cloud

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corporate_fare Google place Sydney NSW, Australia ; Melbourne VIC, Australia

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info_outline X At Google, we have a vision of empowerment and equitable opportunity for all Aboriginal and Torres Strait Islander peoples and commit to building reconciliation through Google’s technology, platforms and people and we welcome Indigenous applicants. Please see our Reconciliation Action Plan for more information.Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Sydney NSW, Australia; Melbourne VIC, Australia.

• 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 prospecting, or building customer relationships from scratch.
• Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
• Experience in or supporting the startup ecosystem.

Preferred qualifications:

• Experience with consultative selling to executives at startup or digital native organizations, asking questions, presenting future-forward proposals, and building multi-year account strategies.
• Experience in qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ business opportunities and issues.
• Experience in leading cross-functional teams and partners in project implementation and negotiation.
• Experience with complex agreements structuring, negotiating commercial agreements, and supporting multi-year engagements.
• Experience acquiring new logos and securing foundational workloads to accelerate consumption business with excitement for building greenfield territories.
• Ability to demonstrate business and financial acumen, including P&L management and accurate forecasting.

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, focused on new customer acquisition for accounts within the startup ecosystem, you will grow Google Cloud by acquiring new logos and securing the foundational workloads to accelerate their consumption business. You will drive long-term business growth by gaining an understanding of new customers' critical issues 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. You will be a trusted business partner to cross-industry Startup and Digital Native accounts, engaging customers, from developers to C-suite founders, with consultative value selling methodology.

Applicants to this role must have work authorization in Australia as this role is not eligible for work visa sponsorship. 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.

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, focused on new customer acquisition for accounts within the startup ecosystem, you will grow Google Cloud by acquiring new logos and securing the foundational workloads to accelerate their consumption business. You will drive long-term business growth by gaining an understanding of new customers' critical issues 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. You will be a trusted business partner to cross-industry Startup and Digital Native accounts, engaging customers, from developers to C-suite founders, with consultative value selling methodology.

Applicants to this role must have work authorization in Australia as this role is not eligible for work visa sponsorship. 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

• Develop and implement business strategies to surpass business 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, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes.
• Manage complex, multi-year agreements 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 net new logos, creating and 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 and affirmative action employer. We are committed to building a workforce that is representative of the users we serve, creating a culture of belonging, and providing an equal employment opportunity regardless of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), expecting or parents-to-be, criminal histories consistent with legal requirements, or any other basis protected by law. See also Google's EEO Policy , Know your rights: workplace discrimination is illegal , Belonging at Google , and How we hire .

Google is a global company and, in order to facilitate efficient collaboration and communication globally, English proficiency is a requirement for all roles unless stated otherwise in the job posting.

Equity is granted exclusively and discretionarily by Alphabet Inc. on the basis of an agreement concluded between you and Alphabet Inc. Alphabet Inc. is your sole contractual partner with respect to equity grants. GSU grants are not guaranteed, are discretionary, are subject to approval by the Alphabet Inc. board of directors or its delegate, the terms of the relevant Alphabet Inc. stock plan, and your grant agreement. They have no impact on statutory payments. Current or past grants do not confer an acquired right.