Emea Renewals Representative With German - Cloud Security

Tp Spain; Barcelona; Hybrid; EUR 90,000 - 130,000; Full time

Job summary

Google Cloud is seeking a Retention and Expansion Specialist on the Security Customer Outcomes team to manage and grow a portfolio of EMEA accounts by renewing, upselling, and cross-selling.

The ideal candidate will have 2+ years in B2B IT sales, native German and English, and experience with Salesforce. You will develop account plans, negotiate deals, and collaborate with cross-functional teams to drive security product adoption.

Qualifications

• BA/BS degree required or equivalent
• Native/proficient level German and English
• Min. 2 years B2B Sales or Business development experience in outbound sales in IT
• Understanding of cloud computing concepts, particularly Google Cloud Platform
• Ability to connect business needs with solutions and strong business acumen
• Strong interpersonal skills, team player and integrity
• Comfortable working against an assigned quota in a phone-based environment
• Thrive in a fast-paced, high-growth environment
• Knowledge of CRM systems, ideally Salesforce
• Analytical mindset and go-getter attitude; self-motivated to achieve goals

Responsibilities

• Develop and execute account plans to achieve renewal and growth goals
• Analyze customer history and opportunities to upsell
• Manage and grow a portfolio of strategic accounts
• Maintain relationships and manage contract renewal timelines
• Identify and qualify new opportunities within existing accounts
• Understand product characteristics and alignment with customer needs
• Develop and deliver sales presentations and proposals
• Negotiate and close deals
• Understand Salesforce/Vector for contract processing and legal communications
• Build relationships with key decision-makers
• Stay up-to-date on Google Cloud Security & Mandiant products and services
• Coordinate with internal/external teams to present opportunities

Skills

German fluency

English fluency

B2B sales

Cloud concepts

Salesforce CRM

Account management

Negotiation

Analytical mindset

Communication

Education

BA/BS degree

Technical degree desired

Tools

Salesforce

CRM systems

Job description

Purpose of the role

The Retention and Expansion Specialist on the Security Customer Outcomes team is responsible for managing and growing a portfolio of EMEA accounts across various countries by renewing, upselling, and cross-selling.

The ideal candidate will have a proven track record of success in a sales or account management role, with experience in the technology industry. Specialists are expected to be proficient across Google Cloud's Security product SaaS offerings and effectively represent Google Cloud's full suite of products and services by using technical, organizational, and customer knowledge to influence clients and grow revenue.

Responsibilities

• Develop and execute account plans to achieve renewal and growth/expansion goals
• Analyze customer history, Google relationship with customer and opportunity to present to both the Google account team and the customer, and identify key ways to upsell
• Manage and grow a portfolio of strategic accounts
• Maintain relationship with customer, identify key dates of contract expiration by product and ensure you are getting in front of customer team with ample time to renew contract and process through Vector/legal
• Identify and qualify new opportunities within existing accounts for upsell
• Accounts may be Google Cloud or Google Cloud Security customers and it’s important to identify key product characteristics and alignment with customer needs
• Develop and deliver sales presentations and proposals
• Partner with both internal and external teams to present the opportunity
• Negotiate and close deals
• Understand Salesforce/Vector inside and out to process contracts and communicate with legal
• Build and maintain relationships with key decision‑makers
• Challenge here is that Security stakeholders are constantly changing so being organized and deliberate on customer communications is key
• Stay up-to-date on a full suite of Google Cloud Security & Mandiant products and services
• As Chronicle, Mandiant, SCC, BCC and VT will be under the same umbrella, there will be a lot of knowledge required about product specifics, service descriptions, pricing models and renewal processing

Requirements

• BA/BS degree, technical degree desired
• Native/proficient level of German and English
• Min. 2 years B2B Sales or Business development experience in outbound sales in the IT industry
• Some understanding of cloud computing concepts, in particular Google Cloud Platform
• Ability to connect business needs with adequate solutions, strong business acumen
• Strong interpersonal skills, team player and a high level of integrity and professionalism
• Comfortable working against an assigned quota in a phone based environment
• Thrive in a fast-paced, high-growth, rapidly changing environment
• Knowledge of CRM systems, ideally Salesforce
• Analytical mindset and go-getter attitude; self-motivated to achieve personal goals and goals set for the team
• Organized and has pipeline management, time management skills and prioritization skills
• IT skills: essential computer skills to navigate efficiently a computer based job

Desirable

• Cloud certification or Cyber Security certification
• B2B sales experience within Cyber Security
• Goal oriented, self-motivated individual who is proactive, confident competitive and tenacious
• Understanding of local market and local business environment

Desirable Skills

• Process Excellence: Systematically improving organizational processes to enhance efficiency, effectiveness, and quality
• Collaboration: Working effectively with others, sharing ideas and resources to achieve common goals
• Communication: Exchanging information, ideas, and messages between individuals or groups through various channels and mediums.
• Emotional Intelligence: Understanding and managing one's own emotions and the emotions of others to foster positive relationships and enhance the impact of actions
• Open Mindedness: Considering and appreciating diverse perspectives and ideas, fostering collaboration
• Critical Thinking: Evaluating information and arguments, leading to informed and effective decisions based on data insights
• Solution Orientation: Approaching problems and challenges with a focus on finding practical and effective solutions
• Entrepreneurship: Having a mindset characterized by innovation, creativity, risk-taking, and a proactive approach to problem-solving and opportunity identification