Field Sales Representative, Startups

Google; Singapore; On-site; SGD 90,000 - 120,000; Full time

Job summary

A leading technology and cloud services company in Singapore is seeking a Field Sales Representative to engage AI startups across Southeast Asia. The role focuses on identifying customer needs, developing differentiated solutions, and driving business growth. Candidates should have a Bachelor's degree and significant experience in B2B software sales. Fluency in Mandarin is required to effectively communicate with customers. Join us in transforming businesses with innovative Google Cloud products.

Qualifications

• 7 years of experience in B2B software sales and account management.
• Experience with Google Cloud's full-stack solutions.
• Ability to manage and engage diverse stakeholders.

Responsibilities

• Identify and outreach to AI Startups for collaboration.
• Develop differentiated Google propositions against competition.
• Lead account strategy and generate business growth opportunities.
• Engage and educate customer base on technical requirements.

Skills

Experience in software sales

Account management

Technical articulation of products

Fluent in Mandarin

Education

Bachelor's degree or equivalent

Job description

Google will be prioritizing applicants who have a current right to work in Singapore, and do not require Google's sponsorship of a visa.

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 7 years of experience in goal related software sales and account management at an enterprise business-to-business (B2B) software company promoting to global accounts.
• Experience articulating the technical value and market differentiation of Google Cloud’s full-stack solutions to AI-native startups.

Preferred qualifications:

• Experience promoting Platform-as-a-Service/Infrastructure-as-a-Service (PaaS/IaaS) and working toward business goals in the technology industry.
• Experience working with and managing partners in implementation projects, including global system integrators and packaged software vendors.
• Experience with business and legal discussions working with procurement, legal, and business teams.
• Understanding of the digital native customer industry and market trends.
• Ability to work with sales engineers and customer’s technical leads to inventory existing software estate, define migration plans, and build business cases for migrations.
• Ability to communicate in Mandarin fluently to engage and support customers to navigate industry standards.

About the job

As a member of the Google Cloud team, you inspire leading companies, schools, and government agencies to work smarter with Google tools like Google Workspace, Search, and Chrome. You advocate for the innovative power of our products to make organizations more productive, collaborative, and mobile. Your guiding light is doing what’s right for the customer, you will meet customers exactly where they are at and provide them the best solutions for innovation. Using your passion for Google products, you help spread the magic of Google to organizations around the world.

As a Field Sales Representative, your primary responsibility is to seek out and land sizable agreements with target startup customers across Southeast Asia (SEA). These customers will largely be Greenfield accounts where we have little to no presence today. In this role, you will aim high and think big versus settle for incremental growth. You will advocate the innovative power of our products to make organizations more productive, collaborative, and mobile. Using your passion for Google products, you will help spread the magic of Google to organizations around the world. You will bring expertise in building relationships with a complex group of stakeholders to work in a matrixed organization successfully.

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

• Identify and reach out to AI Startups to explore interest and pitch Google. Understand customer needs and challenges, then develop Google proposition and offering to meet those needs.
• Develop Google proposition that differentiates against competition technically. Discuss and manage entire business cycles, often presenting to C-level executives in corporate and global customers.
• Lead account strategy in generating and developing business growth opportunities. Work collaboratively with customer engineers and partners in order to improve business results in the area and open up opportunities with enterprise customers.
• Explore and understand customer requirements on both a business and technical level. Engage and educate the customer base.
• Shift conversations to business cases. Model and platform Total Cost of Ownership (TCO). Explain inference cost scaling, and articulate the Return on Investment (ROI) of build versus buy 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 GoogleEs 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.