Field Sales Representative III, Enterprise Greenfield, Google Cloud

About the role

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.

Responsibilities

• Lead prospecting and acquisition of net new logos, creating and building customer relationships from scratch, and establishing yourself as a trusted advisor on their long-term technology and business decisions.
• Mobilize internal experts (Customer Engineering, Partner, Post-Sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.
• Manage complex, multi-year contracts and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans.
• Manage and track the sales pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes.
• Develop and implement sales strategies to surpass revenue 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.

Qualifications

• 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 prospecting, or building customer relationships from scratch, experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting), and experience with commercial negotiations and agreements.
• 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 acquiring new logos at scale and securing foundational workload(s) to accelerate consumption revenue, experience with complex agreement structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements, experience leading cross-functional teams and partners in project implementation and negotiation, and demonstrated business and financial acumen.

Pay

US: $118,000 - $172,000 (USD) + 150% bonus target + equity + benefits

Schedule

Full-time