Key Account Executive, Pharma/ISV, Google Cloud

Google; New Jersey; Hybrid; USD 147,000 - 204,000; Full time

Job summary

Google Cloud Platform team helps customers transform and build what's next for their business — with security, reliability and scalability across the full stack. As a Key Account Executive for Pharma/ISV, you will sell to large enterprises, leveraging CEO-to-C-level relationships and cross-functional collaboration to deliver growth and increased consumption.

You will orchestrate multi-year engagements, guide internal and external teams, and articulate the business value of Google solutions to

Qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of quota-carrying cloud/software sales experience at a B2B software company.
• Experience engaging with internal teams and customer stakeholders.
• 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 goals.
• Manage and track the sales pipeline from lead to close.
• Handle complex, multi-year agreements and craft ROI-based proposals.
• Coordinate with internal and external partners to drive consumption.
• Serve as primary contact for adoption-related activities across accounts.

Skills

Quota-carrying cloud sales

Enterprise account selling

Full sales cycle management

Stakeholder relationship building

Cross-functional collaboration

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: Chicago, IL, USA; Atlanta, GA, USA; Austin, TX, USA; Cambridge, MA, USA; New York, NY, USA.

Remote location(s): Massachusetts, USA; New Jersey, 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 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 qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ business opportunities and issues, and showcasing current technology trends and Google Cloud differentiators.


• Experience supporting large enterprise organizations, expanding existing accounts, securing new customers, and accelerating consumption business.


• Experience with complex agreements 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 Key Account Executive (KAE) Pharma/Independent Software Vendor (ISV), you will serve as the executive selling to the 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 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 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 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

• 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.


• 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.