Strategic Local Account Executive

Socket.dev; Sunnyvale (CA); Hybrid; USD 123,000 - 167,000; Full time

Job summary

Google Public Sector in Northern California seeks a Strategic Northern Local Account Executive to lead public sector sales. You will own growth, drive ARR and cloud consumption, and orchestrate internal and external teams to deliver on commitments.

You will build relationships with CIOs, CISOs, Provosts, and agency leaders, guiding customers from opportunity qualification through negotiation to closure, while advocating Google Cloud's portfolio to accelerate digital transformations.

Qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in quota-carrying cloud or software sales, or SaaS/PaaS/IaaS SLED sales, or consultative account management.
• Experience with state local and higher education software sales.
• Experience managing full business cycles, including pipeline generation, executive pitching, RFP or RFX navigation, and commercial negotiations.
• Experience building relationships across C-level executives, CIOs, CISOs, Provosts, and public agency leadership.

Responsibilities

• Own quota-carrying sales objectives, driving ARR, TCV, and cloud consumption.
• Build and deepen relationships with C-level stakeholders, mission owners, CIOs, CISOs, Provosts, and agency leadership.
• Lead complex procurement and business cycles from opportunity qualification and RFX navigation through to contract negotiation and closing.
• Partner closely with Customer Engineers and solution specialists to define workload migration paths and technical architectures.

Skills

Quota-carrying cloud or software sales

Public sector software sales

Consultative account management

RFP/RFX navigation

Commercial negotiations

C-level stakeholder relationships

Education

Bachelor's degree or equivalent

Job description

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in quota-carrying cloud or software sales, or SaaS/PaaS/IaaS SLED sales, or consultative account management.
• Experience with state local and higher education software sales.
• Experience managing full business cycles, including pipeline generation, executive pitching, RFP or RFX navigation, and commercial negotiations.
• Experience building relationships across C-level executives, CIOs, CISOs, Provosts, and public agency leadership.

Preferred qualifications:

• Experience selling core cloud infrastructure, modern data/analytics, AI solutions, cybersecurity, and productivity suites (e.g., Google Cloud Platform and Google Workspace).
• Experience leading cross-functional pursuit teams (Customer Engineers, solution architects, legal/procurement) and co-selling with Google Cloud Partners, FSIs, and distributors.
• Knowledge of public sector procurement processes, government contract vehicles, state budgeting cycles, and grant programs.
• Knowledge of business and finance, with the ability to construct multi-year total cost of ownership (TCO) and cloud migration business cases.
• Ability to expand existing customer accounts, acquiring new greenfield logos, and accelerating cloud consumption and commit burndown.

About the job:

As a Strategic Northern Local Account Executive for Public Sector, you will serve as a strategic partner to Public Sector accounts related to different public entities across Northern California. You will manage account growth strategies, engaging customers with consultative value selling methodology. You will drive long-term business growth by gaining a deep understanding of customers' critical challenges 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 innovative power of our products and solutions to make organizations more productive, collaborative, and mobile.

Google Public Sector brings the magic of Google to the mission of government and education with solutions purpose-built for enterprises. We focus on helping United States public sector institutions accelerate their digital transformations, and we continue to make significant investments and grow our team to meet the complex needs of local, state and federal government and educational institutions.

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:

• Own quota-carrying sales objectives, driving annual recurring revenue (ARR), total contract value (TCV), and cloud consumption.
• Build and deepen relationships with C-level stakeholders, mission owners, CIOs, CISOs, Provosts, and agency leadership.
• Lead complex procurement and business cycles from opportunity qualification and RFX navigation through to contract negotiation and closing.
• Partner closely with Customer Engineers (CEs) and solution specialists to define workload migration paths and technical architectures.