Field Sales Representative III, Enterprise, Google Cloud

Google; Cambridge (MA); On-site; USD 118,000 - 171,000; Full time

Job summary

Google Cambridge, MA, and New York, NY seek a Field Sales Representative III to drive enterprise cloud opportunities. You will own the growth strategy for large accounts, engaging executives with consultative value selling and coordinating internal teams to deliver multi-year engagements.

Responsibilities include managing the full sales cycle, negotiating commercial terms, and accelerating adoption of Google Cloud across customers while building strategic, lasting relationships.

Qualifications

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

Responsibilities

• Develop and implement business strategies to surpass goals and build trusted relationships with customers.
• Manage and track the sales pipeline from lead to close with healthy forecasting.
• Manage complex multi-year contracts and formulate persuasive ROI-based proposals.
• Mobilize internal experts and external partners to drive consumption and ensure seamless delivery.
• Lead prospecting and net-new logo acquisition, establishing trust as a long-term advisor.

Skills

Quota-carrying cloud sales

Full sales cycle management

Stakeholder relationship building

Forecasting and pipeline management

Commercial negotiations

Cross-functional collaboration

Education

Bachelor's degree or equivalent

Job description

Field Sales Representative III, Enterprise, Google Cloud

Google Cambridge, MA, USA ; New York, NY, USA

X Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Cambridge, MA, USA; New York, NY, 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 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 challenges. Experience showcasing current technology trends and Google Cloud differentiators.
• Experience with agreement structuring, negotiating commercial agreements, and supporting multi-year engagements.
• Experience leading cross-functional teams and partners in project implementation and negotiation.
• Demonstrated business and financial acumen ( P&L management, accurate forecasting).
• Passion for building Greenfield territories; experience acquiring new logos and securing foundational workload(s) to accelerate consumption business.

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 issues 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

Learn more about benefits at Google.

• 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 contracts and 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.
• Lead prospecting and acquisition of net new logos, creating and building customer relationships from scratch, and establishing yourself as a trusted advisor on their long‑term technology and business decisions.

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.

To all recruitment agencies: 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.