Key Account Executive, Google Cloud

Socket.dev; Raleigh (NC); On-site; USD 147,000 - 204,000; Full time

Job summary

Google Cloud is seeking a Key Account Executive to drive executive-level engagements with the most strategic enterprises. You will leverage existing relationships with CEOs and leaders, shaping strategy and value propositions to increase adoption and consumption of Google Cloud solutions.

You will own the sales process from initiation to close, coordinating internal teams and partners to deliver commitments and long-term growth, while highlighting Google Cloud differentiators to senior

Qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of quota-carrying cloud or software sales or consultative account management in a B2B software company.
• Experience managing the full sales cycle (pipeline, forecasting, reporting).
• Experience selling to enterprise accounts and at the C-level.

Responsibilities

• Develop and implement sales strategies to surpass targets using cloud solutions.
• Manage sales pipeline from lead to close with accurate forecasting.
• Negotiate and seal multi-year complex agreements with compelling ROI case studies.
• Mobilize internal and external experts to drive consumption and deliver a seamless customer experience.
• Run complex global accounts with multiple opportunities and be the primary contact for adoption.

Skills

Enterprise sales to C-level

Full sales cycle management

Quota-carrying cloud/software sales

Relationship building with executives

Cross-functional leadership

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-buisness (B2B) software company.
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting).
• Experience selling to enterprise accounts, selling a portfolio of products or solutions at the C-level.
• Experience engaging and building relationships with a range of internal teams and customer stakeholders.

Preferred qualifications:

• Experience leading cross-functional teams and partners in project implementation and negotiation.
• Experience supporting large enterprise organizations, 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 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.
• 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 Key Account Executive (KAE) on the south team, you will serve as the executive selling to the most strategic enterprises in Google Cloud. You will leverage existing relationships with CEOs and C-level executives, developing new relationships with business unit leaders to understand their unique company issues and to influence their perspective of Google solutions. You will be a strategic partner to customers, leveraging consultative value selling methodology to drive long-term business growth. You will do this with a deep industry understanding, communicating the business value of Google while driving shareholder value. You will lead the sales 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: $147000 - $204000 (USD) + 150% bonus target + equity + benefits

Learn more about benefits at Google.

Responsibilities:

• Develop and implement sales strategies to surpass business targets 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.
• Run and manage complex global account(s) with multiple opportunities across different functions, serving as the primary customer contact for all adoption-related activities.