Field Sales Representative, GovOps and Climate, Google Public Sector

Google; United States; On-site; USD 118,000 - 171,000; Full time

Job summary

Google LLC is seeking a Field Sales Representative for Public Sector in the United States to partner with State and Local Government accounts, driving consultative value selling and managing growth strategies. You will orchestrate internal and external teams to deliver commitments and accelerate Google Cloud consumption.

You will advocate Google Cloud capabilities to address public sector modernization, security, and compliance priorities, leading engagements from conversation to deployment

Qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of experience with quota-carrying enterprise technology/cloud sales selling into State and Local Government (SLED), with experience with California State agencies (e.g., Caltrans, GovOps, and Climate).
• Experience with government contracting, procurement rules, and engaged bidding processes in California.
• Experience managing a portfolio based on business, annual contract value (ACV), and consumption/burndown metrics.

Responsibilities

• Serve as a partner to Public Sector accounts related to Google Cloud.
• Manage account growth strategies and engage customers with consultative value selling.
• Drive long-term business growth by understanding customer tests and aligning with Google Cloud solutions.
• Lead the business process from initiating conversations to orchestrating internal and external teams to deliver commitments and increased consumption.

Skills

Quota-carrying sales

Public sector sales

Consultative selling

Government contracts

Enterprise cloud

Education

Bachelor's degree or equivalent practical experience

Job description

As a Field Sales Representative (FSR) for Public Sector, you will serve as a partner to Public Sector accounts related to different public entities. You will manage account growth strategies, engaging customers with consultative value selling methodology. You will drive long-term business growth by gaining a deep understanding of our customers' critical tests and aligning them with Google Cloud's portfolio of solutions. You will lead the 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 Public Sector (https://about.google/intl/ALL_us/public-sector/#:~:text=We're%20committed%20to%20advancing,%2C%20research%2C%20and%20edtech%20companies.) 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

Learn more about benefits at Google (https://www.google.com/about/careers/applications/benefits/).

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 10 years of experience with quota-carrying enterprise technology/cloud sales selling into State and Local Government (SLED), with experience with California State agencies (e.g., Caltrans, GovOps, and Climate).
• Experience with government contracting, procurement rules, and engaged bidding processes in California.
• Experience managing a portfolio based on business, annual contract value (ACV), and consumption/burndown metrics.

Preferred qualifications:

• Experience leading consumption-oriented GTM motions—demonstrated ability to track post-sales consumption, manage pipeline from booking through deployment, and expand footprint based on production workload usage.
• Experience engaging with Caltran, GovOps, Climate or related CA state entities.
• Familiarity with how AI/ML, data analytics, and modern cloud infrastructure address modern public sector challenges (e.g., fraud/waste detection, case management modernization, interoperability, constituent self-service).
• Track record of orchestrating cross-functional teams (e.g., solutions engineering, customer engineering, legal, regulatory compliance, partners, executive leadership).
• D efine and execute territory and account strategies across California State Agencies (e.g., Caltrans, GovOps, and Climate).
• E stablish trusted advisor relationships with cabinet-level leaders, Agency CIOs, CDOs, procurement officers, and operational program directors.
• A lign Google Cloud capabilities (e.g., GenAI, Vertex AI, data platforms/BigQuery, infrastructure modernization, security) to state health priorities, public benefit delivery, and compliance frameworks (e.g., HIPAA, FedRAMP, MARS-E, State of California SAM/SIMM).
• P artner closely with Customer Success Managers (CSMs), Cloud Architects, and Partner Delivery teams post-signature to ensure rapid onboarding, project milestone achievement, and steady month-over-month consumption ramp.
• N avigate California state procurement mechanisms, Master Service Agreements (MSAs), Software Licensing Program (SLP), Leveraged Procurement Agreements (LPAs), and RFP processes.