Strategic Local Account Executive

Google Inc.; Sunnyvale, San Francisco (CA, CA); On-site; USD 118,000 - 171,000; Full time

Benefits offered by this job

Equity for performance

Performance bonus

Benefits package

Job summary

Google Inc. is seeking a Strategic Northern Local Account Executive for Public Sector in Northern California to drive growth with public entities. You will manage growth strategies, engage customers with consultative value selling, and align challenges with Google Cloud solutions.

You will oversee end-to-end sales, coordinating internal and external teams to meet commitments and boost consumption. You will champion Google Cloud’s capabilities to help public sector customers become more

Qualifications

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

Responsibilities

• Own quota-carrying sales objectives and drive ARR, TCV, and cloud consumption.
• Build and deepen relationships with C-level stakeholders across public sector organizations.
• Lead procurement processes from qualification to contract negotiation and closing.
• Partner with Customer Engineers and solution specialists to define workload migration paths and architectures.

Skills

Quota-carrying sales

Decision making ownership

Ambiguity navigation

Stakeholder influence

C-level relationship building

Education

Bachelor's degree or equivalent

Job description

corporate_fare Google place Sunnyvale, CA, USA ; San Francisco, CA, USA

Advanced

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

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X Applicants in San Francisco: Qualified applications with arrest or conviction records will be considered for employment in accordance with the San Francisco Fair Chance Ordinance for Employers and the California Fair Chance Act.Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Sunnyvale, CA, USA; San Francisco, CA, USA.

• 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.

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 .

• 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.

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.

To all recruitment agencies: Google does not accept agency resumes. Please do not forward resumes to our jobs alias, Google employees, or any other organization location. Google is not responsible for any fees related to unsolicited resumes.

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.