Field Sales Representative III, Enterprise, Google Cloud

Google is a leading technology company, and they are seeking a Field Sales Representative III for their Google Cloud division. The role focuses on acquiring new enterprise customers and driving business growth by aligning customer challenges with Google Cloud's solutions.

Responsibilities:

• Lead prospecting and acquisition of net new logos, creating and building customer relationships from scratch, and establishing as a trusted advisor on long-term technology and business decisions
• 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
• Manage multi-year contracts and formulate proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans
• Manage and track the business pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes
• 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 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 business cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements
• Experience leading cross-functional teams and partners in project implementation and negotiation
• Experience with consultative selling to executives, asking insightful 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 agreement structuring, negotiating commercial agreements, and supporting multi-year engagements
• Passion for building Greenfield territories, with experience acquiring new logos at scale and securing foundational workloads to accelerate consumption business growth