Field Sales Representative III, Enterprise Greenfield, Google Cloud

Google; Wisconsin; Hybrid; USD 118,000 - 171,000; Full time

Job summary

Google Cloud Platform is seeking a Field Sales Representative focused on new enterprise accounts in the US. You will acquire new logos and secure foundational workloads to accelerate consumption, driving long-term growth by understanding customers' challenges and aligning them with Google Cloud solutions.

You will lead the business generation process from first conversations to coordinating internal teams and delivering commitments, using consultative value selling to demonstrate ROI and impact.

Qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of quota-carrying cloud or software sales experience in B2B software.
• Experience engaging with diverse internal teams and customer stakeholders.
• Experience prospecting and building customer relationships from scratch.
• Experience managing the full sales cycle and negotiations.

Responsibilities

• Lead prospecting and acquisition of new logos, building customer relationships from scratch and establishing yourself as a trusted advisor.
• Mobilize internal experts and external partners at the right time to drive consumption and deliver a seamless customer experience.
• Manage multi-year contracts and craft persuasive proposals showing clear ROI and deployment plans.
• Manage and forecast the sales pipeline from lead to close with clear visibility into outcomes.
• Develop sales strategies to surpass goals and leverage cloud trends to drive Google Cloud adoption.

Skills

Quota-carrying sales

Consultative selling

Stakeholder management

Sales cycle management

Negotiation skills

Relationship building

Education

Bachelor's degree or equivalent

Job description

Note: By applying to this position you will have an opportunity to share your preferred working location from the following:

In-office locations

Detroit, MI, USA; Chicago, IL, USA.

Remote location(s)

Ohio, USA; Minnesota, USA; Wisconsin, USA.

Minimum qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in quota-carrying cloud or software sales, or consultative account management at a business-to-business (B2B) software company.
• Experience engaging and building relationships with a wide range of 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 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’ business opportunities and issues. Experience showcasing current technology trends and Google Cloud differentiators.
• Experience acquiring new logos at scale and securing foundational workload(s) to accelerate consumption business.
• Experience with complex agreement structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
• Experience leading cross-functional teams and partners in project implementation and negotiation.
• Demonstrated business and financial acumen.

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 revenue. You will drive long-term business growth by gaining a deep understanding of new customers' critical challenges and aligning them with Google Cloud's portfolio of solutions. You will lead the business generation 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: $118000 - $171000 (USD) + 150% bonus target + equity + benefits

Responsibilities

Learn more about benefits at Google .

• 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.
• Mobilize internal experts (Customer Engineering, Partner, Post-Sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.
• Manage complex, multi-year contracts and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans.
• Manage and track the sales pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes.
• Develop and implement sales 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.

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 .