Field Sales Representative, Enterprise, ISV, Google Cloud

Google Inc.; Sunnyvale (CA); On-site; USD 118,000 - 171,000; Full time

Benefits offered by this job

Equity

Bonus target

Job summary

Google Cloud Field Sales seeks an experienced Enterprise Sales Representative to drive growth in strategic accounts in the Sunnyvale/San Francisco area. You will own the end-to-end sales cycle, engaging executive stakeholders with consultative value selling and building long-term account plans.

You will lead cross-functional teams, negotiate complex agreements, and align customer challenges with Google Cloud solutions to accelerate consumption and revenue growth.

Qualifications

• 10 years of experience in quota-carrying cloud or software sales at a B2B software company.
• Experience owning outcomes and decision making, solving ambiguous problems and influencing stakeholders.
• Experience managing the full sales cycle including pipeline, forecasting and reporting.

Responsibilities

• Develop and implement sales strategies to surpass targets and build trusted relationships.
• Leverage trends and cloud solutions to demonstrate value to customers.
• Manage the sales pipeline from lead to close with accurate forecasting.
• Lead complex, multi-year agreements and craft compelling business cases and deployment plans.
• Mobilize internal and external partners to drive consumption and a seamless customer experience.

Skills

Quota-carrying sales

Stakeholder management

Forecasting

Negotiations

Cross-functional leadership

Relationship building

Education

Bachelor's degree or equivalent practical experience

Job description

Field Sales Representative, Enterprise, ISV, Google Cloud

Google place San Francisco, CA, USA ; Sunnyvale, CA, USA

Advanced

Experience owning outcomes and decision making, solving ambiguous problems and influencing stakeholders;deep expertise in domain.

Qualified applications with arrest or conviction records will be considered for employment in accordance with the San Francisco Fair Chance Ordinance for Employers and the California Fair Chance Act. Note: By applying to this position you will have an opportunity to share your preferred working location from the following: San Francisco, CA, USA; Sunnyvale, CA, USA.

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in quota-carrying cloud or software sales, or consultative account management at a B2B software company.
• Experience building relationships with a wide range of internal teams and customer stakeholders.
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting).
• Experience 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 qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ strategic business opportunities and challenges.
• Experience showcasing current technology trends, Google Cloud differentiators, expanding existing accounts, securing new customers, and accelerating consumption revenue.
• Experience with complex agreements structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
• Experience leading cross-functional teams and partners in project implementation and negotiation.
• Demonstrated business and financial acumen (e.g., profit and loss management, accurate forecasting).

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), you will serve as a strategic partner to Google Cloud customers in your territory. You will manage the growth strategy for enterprise accounts, engaging customers with consultative value selling methodology. You will drive long-term business growth by gaining a deep understanding of our customers' critical challenges and aligning them with Google Cloud's portfolio of solutions. You will lead the end-to-end business process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. 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: $118000 - $171000 (USD) + 150% bonus target + equity + benefits

• Develop and implement sales strategies to surpass business 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 agreementsand 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.

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.

Google does not accept agency resumes. Please do not forward resumes to our jobs alias, Google employees, or any other organization location. Google is not responsible for any fees related to unsolicited resumes.

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.