Field Sales Representative, Large Enterprise, Google Cloud

Google LLC; Melbourne; On-site; AUD 180,000 - 260,000; Full time

Job summary

Google LLC is seeking a Field Sales Representative for Large Enterprise within Google Cloud in Melbourne. You will drive long-term growth by understanding large-scale customer needs and aligning them with Google Cloud solutions.

This role focuses on enterprise accounts, complex negotiations, and multi-year strategies. You will work with internal teams to articulate the value of cloud and AI offerings, partnering with clients from initial contact through execution.

Qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of quota-carrying cloud or software sales experience in a B2B environment.
• Experience engaging with accounts and selling to C-level executives.

Responsibilities

• Develop and execute business strategies to surpass goals and build trusted client relationships.
• Manage and forecast the sales pipeline from lead to close.
• Lead account strategy with cross-functional teams to create growth opportunities.

Skills

Cloud sales

C-level engagement

Consultative selling

Pipeline management

Enterprise negotiations

Education

Bachelor's degree or equivalent

Job description

Field Sales Representative, Large Enterprise, Google Cloud

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corporate_fare Google place Melbourne VIC, Australia

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.

• Bachelor's degree or equivalent practical experience.
  
• 10 years of experience in quota-carrying cloud or software sales, or consultative account management at a business-to-business (B2B) software company.
• Experience engaging with accounts, selling a portfolio of products at C-level.
  
• Experience in engaging and building relationships with internal teams and customer stakeholders.
• Experience prospecting, or building customer relationships from scratch.
• Experience in managing the full business cycle (e.g., pipeline management, forecasting, reporting) and managing commercial discussions and agreements.

Preferred qualifications:

• Experience with consultative selling to executives, asking insightful, visionary questions, presenting future-forward proposals, and building multi-year account strategies and plans.
• Experience selling infrastructure software, databases, analytical tools, applications software, or cloud solutions.
• Experience successfully working on large, complex commercial and legal agreements with procurement, legal, and business teams.
• Experience in qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ business opportunities and issues.
• Experience showcasing current technology trends and Cloud differentiators.
• Experience working with and managing partners in complex implementation projects including global system integrators and packaged software vendors.

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, you will act as a trusted business partner to the assigned large-scale enterprise accounts to understand company issues and goals. You will drive long-term business growth by gaining an understanding of customers' critical issues and aligning them with Google Cloud's portfolio of solutions.You will advocate the innovative power of our products to make organizations more productive, collaborative, and mobile. You will help spread the magic of Google to organizations around the world.

Applicants to this role must have work authorization in Australia. 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, while 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, ensure health and accurate forecasting for clear visibility into expected outcomes.
• Lead account strategy in generating and developing business growth opportunities, working collaboratively with Customer Engineers, and Google Partners, creating new opportunities.
  
• Run and manage complex global account(s) with multiple opportunities across different functions, serve as the primary customer contact for all adoption-related activities.
• Manage complex, multi-year agreements and formulate proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans.

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.