Field Sales Representative III, Enterprise Growth, Cloud

Google is a leading technology company that offers cloud solutions to help customers transform their businesses. As a Field Sales Representative, you will manage the growth strategy for enterprise accounts and engage customers using consultative value selling methodology to drive business growth and align their needs with Google Cloud's offerings.

Responsibilities:

• Develop and implement business strategies to surpass business growth 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 business pipeline, from lead to close, ensuring health and forecasting for visibility into expected outcomes
• Manage multi-year agreements and formulate proposals that illustrate return on investment through customer business cases and 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

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 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
• 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' business opportunities and challenges. Experience showcasing current technology trends and Google Cloud differentiators
• Experience expanding existing accounts, securing new customers, and accelerating consumption business growth
• Experience with agreement structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements
• Experience leading cross-functional teams and partners in project implementation and negotiation
• Ability to demonstrate business and financial acumen (e.g., P&L management, accurate forecasting)