Head of Sovereign, Google Cloud

Google; Ottawa; On-site; CAD 182,000 - 186,000; Full time

Job summary

Google Cloud, based in Ottawa, is seeking a Public Sector Key Account Executive to lead end-to-end sales with government and public entities across Canada. You will develop account growth strategies, engage stakeholders with consultative value selling, and align Google Cloud solutions to critical public sector needs.

You will orchestrate internal teams and partner ecosystems to deliver revenue commitments, multi-year engagements, and increased cloud consumption while advocating the power of

Qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of quota-carrying cloud or software sales experience in a B2B software company.
• Experience with the public sector market in Canada and across Canada.
• Experience engaging and building relationships with internal teams and customer stakeholders.
• Experience managing the full sales cycle and commercial negotiations.
• Candidates must hold or be eligible to obtain a valid Personnel Security Clearance.

Responsibilities

• Drive revenue growth by developing and implementing sales strategies and consultative relationships.
• Manage and track the sales pipeline from lead to close with accurate forecasting.
• Negotiate multi-year contracts and craft proposals showing ROI and deployment plans.
• Mobilize internal and external partners to drive consumption and a seamless customer experience.

Skills

Relationship building

Sales cycle management

Cross-functional collaboration

Security clearance eligibility

Education

Bachelor's degree or equivalent practical experience

Job description

This posting is for an existing vacancy.

Google utilizes AI tools to assist in assessing candidates in our hiring processes.

Minimum qualifications:

• 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 working with the public sector market (e.g., federal government/defence and security entities) across Canada.
• Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
• Candidates must hold or be eligible to obtain a valid Personnel Security Clearance as a condition of employment.

Preferred qualifications:

• 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 accounts, securing customers, and accelerating revenue and leading cross-functional teams and partners to co-sell and win.
• Experience with agreement structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
• Experience leading cross-functional teams and partners in project implementation and negotiation.
• Experience in the public sector. Ability to communicate in English and French fluently for regional support.

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 Key Account Executive (KAE) for the Public Sector, you will serve as a partner to Public Sector accounts related to different public entities across Ottawa. You will manage account growth strategies, engaging customers with consultative value selling methodology. You will drive long-term revenue growth by gaining an understanding of 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 advocate the innovative power of 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 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.

Individual pay is determined by factors including job-related skills, experience, and relevant education or training.

Canada: $182000 - $186000 (CAD) + 150% bonus target + equity + benefits

Responsibilities:

• Drive revenue growth by developing and implementing sales strategies, building trusted consultative relationships, and leveraging emerging technology trends, market analysis, and cloud solution expertise to demonstrate Google Cloud's transformative value to customers.
• Manage and track the sales pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes.
• Negotiate multi-year contracts and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans.
• Mobilize internal experts (Customer Developing, Partner, Post-Sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.

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 .