Field Sales Representative III, Semiconductor, Google Cloud

Socket.dev; Sunnyvale (CA); On-site; USD 118,000 - 171,000; Full time

Job summary

Google Cloud's Field Sales Representative role in Sunnyvale focuses on accountable growth for enterprise accounts using a consultative value approach. You will drive long-term strategy, orchestrate teams, and close multi-year commitments while expanding consumption of Google Cloud solutions.

Applicants should have extensive B2B software sales experience, strong leadership, and the ability to present to executives.

Qualifications

• Bachelor's degree or equivalent practical experience required.
• 10 years of quota-carrying cloud or software sales or consultative account management in B2B software.
• Experience engaging with a wide range of internal teams and customer stakeholders.
• Experience managing the full sales cycle including pipeline management, forecasting and reporting.
• Experience negotiating commercial agreements.

Responsibilities

• Develop and implement sales strategies to surpass goals using consultative value selling.
• Manage the sales pipeline from lead to close with accurate forecasting.
• Lead multi-year agreements and persuasive proposals with clear ROI.
• Mobilize internal and external partners to drive consumption and a seamless experience.

Skills

Relationship management

Full sales cycle management

Commercial negotiations

Engaging with technical stakeholders

Cross-functional collaboration

Education

Bachelor's degree or equivalent practical experience

Job description

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 managing the full sales cycle (e.g., pipeline management, forecasting, reporting).
• Experience managing commercial negotiations and agreements.
• Experience engaging with, or presenting to, technical stakeholders or executive leaders within the manufacturing or semiconductor industry.

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 expanding existing accounts, securing new customers, and accelerating 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 fiscal 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 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 critical issues and aligning them with Google Cloud's portfolio of solutions. You will lead the end-to-end sales process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You will advocate the 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.

Responsibilities:

• 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.
• 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 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.