Key skills
Cloud salesSoftware salesConsultative account managementPipeline managementSales forecastingCommercial negotiationsConsultative sellingCloud technologiesData technologiesAI technologiesAccount expansionComplex agreement structuringProfit and Loss managementBusiness acumenStrategic thinkingAIGoogle CloudNegotiationAccount ManagementSales
About this role
Google is a leading technology company, and they are seeking a Field Sales Representative for their Google Cloud division. This role involves managing enterprise accounts, developing sales strategies, and driving revenue growth by understanding customer challenges and aligning them with Google Cloud solutions.
Responsibilities:
- Develop and implement sales strategies to surpass revenue 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 sales pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes
- Manage complex, multi-year agreements and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive 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' strategic business opportunities and challenges. Experience showcasing current technology trends and Google Cloud differentiators
- Experience expanding existing accounts, securing new customers, and accelerating consumption revenue
- 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
- Demonstrated business and financial acumen (e.g., Profit and Loss (P&L) management, accurate forecasting)