Field Sales Representative, Federal System Integrator, Public Sector

Google; Reston (VA); Hybrid; USD 118,000 - 171,000; Full time

Job summary

Google Public Sector seeks a Field Sales Representative to drive growth with federal accounts, leveraging relationships with executives and mission owners. You will promote Google Cloud solutions to transform public sector missions and engage partners to win platform decisions.

Responsibilities include leading strategic account plans, managing multi-cycle deals, and collaborating with engineers, specialists, and partners to achieve outcomes for government and education customers.

Qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in building business partnerships with public sector customers.
• Experience managing partners in multi-vendor implementation projects (SI, defense, vendors).
• Experience with the public sector market (government/state/education).
• Experience promoting digital transformation in infrastructure, cloud, or AI solutions.
• Proven ability to close complex deals with C-level executives.
• Ability to work with sales engineers and customer technical leads.
• Established relationships within the federal and public sector ecosystem.

Responsibilities

• Build and deepen executive relationships with public sector system integrator customers.
• Lead account strategy with partners to generate growth opportunities.
• Discuss and manage cycles, often presenting to C-level executives.
• Drive business development, forecast accurately, and close opportunities.
• Understand customer footprint, growth plans, and business drivers.

Skills

Executive relationship building

Public sector sales

Partner management

Sales cycle management

Strategic account leadership

Education

Bachelor's degree or equivalent

Job description

Must be a US Citizen to meet customer and compliance requirements, including potential access to classified information.

Applicants in the County of Los Angeles: Qualified applications with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act.

Applicants in San Francisco: 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:

In-office locations: Reston, VA, USA; San Diego, CA, USA; Washington D.C., DC, USA.

Remote location(s): California, USA.

Minimum qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in building business partnerships with public sector customers.
• Experience working with and managing partners in implementation projects including global system integrators, federal system integrators, defense industrial base, emerging start-ups, and packaged software vendors.
• Experience working with the public sector market (e.g., government/state/municipalities/education entities).

Preferred qualifications

• Experience in promoting and architecting compelling digital transformation solutions with infrastructure, software, enterprise data management, AI, security, productivity, or cloud solutions.
• Proven ability to manage complex sales cycles, from prospecting to closure, to win the platform decision with these high-growth, with C-level executives, mission and business leaders, product managers, manufacturing and solution leaders.
• Ability to work with sales engineers and customer technical leads including inventory existing software estate, define migration plans, and build business cases for migrations.
• Established relationships within the FSI ecosystem and key federal agencies (e.g., DOD, IC, Civilian and Health Care and Life Sciences).

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 your 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, you will be working with our federal accounts within Google Public Sector. You will leverage existing relationships with C-level executives, mission owners, develop new relationships, and act as a trusted business partner to understand their challenges and goals. You will promote the innovative power of our products to make organizations more productive, collaborative, and innovative with purposeful mission and enterprise transformation. This will be accomplished with solutions selling and a start-up mind-set to bring the power of Google Cloud to our Public Sector System Integrator and Defense Industrial Base solution providers to transform how they operate, transform and deliver current and future products, services and solutions to drive outcomes for Public Sector missions owners.

Google Public Sector brings the magic of Google to the mission of government and education with solutions purpose-built for enterprises. We focus on helping United States public sector institutions accelerate their digital transformations, and we continue to make significant investments and grow our team to meet the complex needs of local, state and federal government and educational institutions.

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

Responsibilities

• Build and deepen executive relationships with public sector system integrator customers. Influence long-term strategic direction and serve as a business partner.
• Lead account strategy in generating and developing business growth opportunities, working collaboratively with Customer Engineers, Specialists, Google Partners in order to optimize business results in territory and open up opportunities with large public sector customers.
• Discuss and manage entire cycles, often presenting to C-level executives, mission and business executives, and product/solution engineering leaders with public sector customers.
• Drive business development, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.
• Understand customer technology footprint, strategic growth plans and business drivers, technology strategy, and business landscape.

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 .