Key Account Executive IV, Strategic AI and ISV, Google Cloud

Google; New York (NY); On-site; USD 147,000 - 204,000; Full time

Job summary

Google Cloud offers a role for a Key Account Executive to serve top enterprise clients, leveraging CEO/C-level relationships and a consultative selling approach to drive long-term growth. You will orchestrate internal and external teams to deliver revenue commitments and increased cloud consumption across large organizations.

As part of a fast-growing Google Cloud sales team, you will shape strategic account plans, negotiate complex contracts, and present cloud, data and AI value propositions to

Qualifications

• 10+ years in quota-carrying cloud or software sales in a B2B software company.
• Experience selling to enterprise accounts and C-level executives.
• Experience managing the full sales cycle with pipeline, forecasting and reporting.
• Ability to engage with internal teams and customer stakeholders.
• Bachelor's degree or equivalent practical experience.

Responsibilities

• Develop and execute sales strategies to exceed targets and build trusted, consultative relationships.
• Manage and track the sales pipeline from lead to close with clear visibility.
• Lead complex, multi-year contracts and deliver compelling ROI-based proposals.
• Coordinate with Customer Engineering, Partners and Post-Sales teams to drive consumption.
• Prospect and manage global accounts with cross-functional opportunities.

Skills

Enterprise sales

Stakeholder relationship management

Full sales cycle management

B2B software sales

Executive engagement

Education

Bachelor's degree or equivalent practical experience

Job description

• 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 a wide range of internal teams and customer stakeholders.
• 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.

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 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 selling to enterprise accounts, selling a portfolio of products or solutions at the C-level.

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 supporting large enterprise organizations, expanding existing accounts, securing new customers, and accelerating consumption revenue.
• Experience with complex agreement structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
• Demonstrated business and financial acumen.
• Experience leading cross-functional teams and partners in project implementation and negotiation.

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), 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 challenges 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 revenue 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

Responsibilities

Learn more about benefits at Google .

• 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 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.
• 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 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 .