Field Sales Representative II, Google Cloud

Google; Austin (TX); On-site; USD 98,000 - 141,000; Full time

Job summary

Google Cloud Platform is hiring a Field Sales Representative to accelerate growth in enterprise accounts across the United States. You will manage growth strategy, engage customers with consultative value selling, and align Google Cloud's portfolio to address critical business priorities.

You will lead the business process from initial conversations to orchestrating internal and external teams, driving increased consumption while delivering measurable ROI for customers and Google.

Qualifications

• Bachelor’s degree or equivalent practical experience.
• 7 years of quota-carrying cloud or software sales in B2B software.
• Experience engaging internal teams and customer stakeholders.
• Experience managing the full sales cycle, including forecasting and reporting.
• Experience managing commercial negotiations and agreements.

Responsibilities

• Develop and implement strategies to surpass business goals with consultative relationships.
• Manage the sales pipeline from lead to close with accurate forecasting.
• Lead multi-year agreements with ROI-focused deployment plans.
• Mobilize internal and external partners to drive consumption and a seamless customer experience.

Skills

Quota-carrying cloud or software sales

Consultative selling

Relationship management

Sales forecasting

Negotiations

Education

Bachelor's degree or equivalent practical experience

Job description

Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Addison, TX, USA; Houston, TX, USA; Austin, TX, 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 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 issues.
• Experience showcasing current technology trends and Google Cloud differentiators.
• Experience with complex agreements structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
• Experience expanding existing accounts, securing new customers, and accelerating the consumption business.
• Demonstrated business and financial acumen (e.g., P&L 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 the 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 an understanding of the 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 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.

US: $97500 - $141000 (USD) + 150% bonus target + equity + benefits

Individual pay is determined by factors including job-related skills, experience, and relevant education or training.

Responsibilities

• Develop and implement business strategies to surpass business goals 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 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 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.