Field Sales Representative III, Enterprise Growth, 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.

Responsibilities

• Develop and implement sales strategies to surpass business goals and build trusted, consultative relationships with customers.
• 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 (e.g., Customer Engineering, Partner, Post-Sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.
• Leverage emerging technology trends, market analysis, and knowledge of cloud solutions to showcase how Google Cloud can transform customers' business.

Requirements

• 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 managing commercial negotiations and agreements.

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 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.
• Experience expanding existing accounts, securing new customers, and accelerating consumption business.
• Demonstrated business and financial acumen (e.g., P&L management, accurate forecasting).

Skills

• Strong communication and presentation skills.
• Ability to work independently and as part of a team.
• Knowledge of Google Cloud products and services.
• Ability to analyze customer needs and develop tailored solutions.
• Proficiency in CRM systems and sales methodologies.

Benefits

• Individual pay is determined by factors including job-related skills, experience, and relevant education or training.
• US: $118000 - $172000 (USD) + 150% bonus target + equity + benefits