Field Sales Representative, Enterprise, Google Cloud

Google; New York (NY); On-site; USD 98,000 - 141,000; Full time

Job summary

Google Cloud is seeking a Field Sales Representative for Enterprise accounts to acquire new logos and establish foundational workloads, accelerating consumption. You will lead end-to-end sales, align customer challenges with Google Cloud solutions, and collaborate with cross-functional teams to deliver commitments.

The role requires strategic advisory skills, multi-year account planning, and the ability to drive growth across enterprise clients in the US, with flexibility on location.

Qualifications

• Bachelor's degree or equivalent practical experience.
• 7 years of quota-carrying cloud or software sales experience.
• Experience engaging with a wide range of internal teams and customer stakeholders.
• Experience prospecting or building customer relationships from scratch.
• Experience managing the full sales cycle and commercial negotiations.

Responsibilities

• Develop and implement sales strategies to surpass revenue targets and build consultative relationships with customers.
• Manage and track the sales pipeline from lead to close with accurate forecasting.
• Negotiate complex, multi-year agreements and formulate compelling ROI-based proposals.
• Mobilize internal and external partners to drive consumption and deliver a seamless customer experience.
• Lead prospecting and acquisition of net new logos, building relationships from scratch.

Skills

Quota-carrying sales

Consultative selling

Stakeholder management

Pipeline management

Cross-functional coordination

Education

Bachelor's degree

Job description

Field Sales Representative, Enterprise, Google Cloud

Location: Chicago, IL, USA; New York, NY, USA

Employer: Google

Mid

Experience driving progress, solving problems, and mentoring more junior team members; deeper expertise and applied knowledge within relevant area.

Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Chicago, IL, USA; New York, NY, USA.

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 7 years of experience in quota-carrying cloud or software sales, or consultative account management at a B2B software company.
• Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
• Experience prospecting, or building customer relationships from scratch.
• Experience managing the full business cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations 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 leading cross-functional teams and partners in project implementation and negotiation.
• Experience with agreement structuring, negotiating commercial agreements, and supporting multi-year engagements.
• Experience qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ strategic business opportunities, and showcasing technology trends and Google Cloud differentiators.
• Demonstrated business and financial acumen (e.g., P&L management, accurate forecasting).
• Passion for building Greenfield territories, and experience acquiring new logos and securing foundational workload(s) to accelerate consumption business.

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 (FSR) focused on new customer acquisition for enterprise accounts, you will grow Google Cloud by acquiring new logos and securing the foundational workload(s) to accelerate their consumption business. You will drive long-term business growth by gaining a deep understanding of new customers' critical challenges 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 business commitments and increased consumption. You will be a strategic partner to customers, while leveraging consultative value selling methodology. You will advocate the innovative power of our 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.
US: $97500 - $141000 (USD) + 150% bonus target + equity + benefits
benefits at Google.

Responsibilities

• Develop and implement sales strategies to surpass revenue targets 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 sales 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.

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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.

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