Field Sales Representative II, Enterprise Greenfield, Google Cloud

Google LLC; Sunnyvale (CA); Sur place; USD 98 000 - 141 000; Plein temps

Résumé du poste

Google LLC in Sunnyvale, CA is hiring a Field Sales Representative II for Google Cloud to drive new logo acquisition in enterprise Greenfield accounts. You will lead complex, multi‑functional deals and partner with internal teams to close strategic cloud opportunities.

You will manage end-to-end sales cycles, develop executive relationships, and negotiate multi‑year agreements, while aligning Google Cloud solutions to business outcomes.

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 building relationships with internal teams and customer stakeholders.
• Experience prospecting, or building customer relationships from scratch.
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
• Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software in the gaming industry, aligning solutions to drive business outcomes.
• Experience growing existing customer base and acquiring new logos at scale, to increase spend and accelerate consumption business.
• Experience working with, and leading, cross-functional teams and partners in implementations and negotiations.
• Experience with commercial and legal negotiations, working with Procurement, Legal, and Business teams.
• Experience working with Customer Engineers and customers' technical leads to inventory software estate, define migration plans, and build migration business cases.
• Experience cultivating C‑level relationships and influencing executives.

Responsabilités

• Run and manage a complex global account with multiple opportunities across different functions with forecast and budgetary accuracy, serving as the primary customer contact for all adoption‑related activities.
• Lead, through influence, a large cross‑functional team of sales, customer engineering, technical account management, and consulting services.
• Build and deepen executive relationships with customer to help influence their long‑term technology and business decisions; add value and be viewed as a trusted advisor by bringing compelling insights and ideas with follow through execution.
• Lead and manage entire business‑cycles with experience in partnering terms and understanding associated legal and business risks (could include presenting multi-year agreements to CEO and C‑Level executives).
• Lead detailed account strategy in generating and developing business growth opportunities, working cross functionally with multiple lines of business including Google Partners.

Connaissances

Quota-carrying cloud or software sales

Consultative account management

Prospecting

Full sales cycle management

Commercial negotiations

C-level relationship building

Cross-functional leadership

Relationship building with customer/IT

Strategic account planning

Negotiation with procurement/legal

Migration planning & business cases

Formation

Bachelor's degree or equivalent practical experience

Description du poste

Field Sales Representative II, Enterprise Greenfield, Google Cloud

corporate_fare Google place Sunnyvale, CA, USA

• Bachelor's degree or equivalent practical experience.
• 7 years of experience in quota-carrying cloud or software sales, or consultative account management at a business-to-business (B2B) software company.
• Experience building relationships with internal teams and customer stakeholders.
• Experience prospecting, or building customer relationships from scratch.
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.

Preferred qualifications

• Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software in the gaming industry, aligning solutions to drive business outcomes.
• Experience growing existing customer base and acquiring new logos at scale, to increase spend and accelerate consumption business.
• Experience working with, and leading, cross-functional teams and partners in implementations and negotiations.
• Experience with commercial and legal negotiations, working with Procurement, Legal, and Business teams.
• Experience working with Customer Engineers and customers' technical leads to inventory software estate, define migration plans, and build migration business cases.
• Experience cultivating C‑level relationships and influencing executives.

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 issues 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 be a partner to our 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

• Run and manage a complex global account with multiple opportunities across different functions with forecast and budgetary accuracy, serving as the primary customer contact for all adoption‑related activities.
• Lead, through influence, a large cross‑functional team of sales, customer engineering, technical account management, and consulting services.
• Build and deepen executive relationships with customer to help influence their long‑term technology and business decisions; add value and be viewed as a trusted advisor by bringing compelling insights and ideas with follow through execution.
• Lead and manage entire business‑cycles with experience in partnering terms and understanding associated legal and business risks (could include presenting multi-year agreements to CEO and C‑Level executives).
• Lead detailed account strategy in generating and developing business growth opportunities, working cross functionally with multiple lines of business including Google Partners.

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.

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.