Key Account Executive, Google Cloud

Google Inc.; Reston (VA); Hybrid; USD 147,000 - 204,000; Full time

Job summary

Google Cloud is seeking a seasoned Key Account Executive (KAE) to lead executive selling to the most strategic enterprises on the south team. You will leverage relationships with CEOs and C-level leaders, and align Google Cloud solutions with enterprise business needs to drive long-term growth.

In this role you will orchestrate multi-team resources, structure complex multiyear deals, and champion adoption and consumption across global accounts.

Qualifications

• 10 years of experience in quota-carrying cloud or software sales in B2B software
• Experience managing full sales cycle: pipeline, forecasting, reporting
• Experience selling to enterprise accounts at the C-level
• Ability to engage diverse internal teams and customer stakeholders
• Strong communication of business value and executive relationship building

Responsibilities

• Develop and implement sales strategies to surpass business targets.
• Manage and track the sales pipeline from lead to close with forecast accuracy.
• Manage complex, multi-year agreements and build business cases with ROI.
• Mobilize internal and external partners to drive consumption.
• Lead global account sales across functions as primary contact.

Skills

Quota-carrying sales

Enterprise sales

Full sales cycle

Executive relationships

Stakeholder engagement

Education

Bachelor's degree or equivalent practical experience

Tools

CRM software

Forecasting tools

Job description

Advanced

Experience owning outcomes and decision making, solving ambiguous problems and influencing stakeholders; deep expertise in domain.

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

• In-office locations: Raleigh, NC, USA; Durham, NC, USA; Reston, VA, USA.
• Remote location(s): Tennessee, 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 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

• 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.

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.

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.