Field Sales Representative, Healthcare and Life Sciences

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 business-to-business (B2B) software company.
• 10 years of experience in the healthcare and life sciences (HCLS) sector working directly in or selling into or partnering with the healthcare or life sciences industries.
• 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.

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 leading cross-functional teams and partners in project implementation and negotiation.
• Experience qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ business opportunities and issues. Experience showcasing current technology trends and Google Cloud differentiators.
• Experience expanding existing accounts, securing new customers, and accelerating consumption business.
• Experience with complex agreements structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
• Demonstrated business and financial acumen (e.g., P&L management, accurate forecasting).

About the job

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.

As a Field Sales Representative (FSR), you will serve as a partner to Google Cloud customers in your territory. You will manage the growth strategy for enterprise accounts, engaging customers with consultative value selling methodology. You will drive long-term business growth by gaining a deep understanding of our customers' critical issues and aligning them with Google Cloud's portfolio of solutions. You will lead the business process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You will advocate the power of our products and solutions to make organizations more productive, collaborative, and mobile.

Responsibilities

• Build and grow executive relationships with enterprise customers as a business partner, influencing long-term direction.
• Manage the full partnership life-cycle from land and implementation to consumption and expansion while partnering closely with account teams to drive measurable clinical, operational, and financial success for key clients.
• Manage complex sales cycles, presenting to C-level executives at corporate and global customers.
• Lead account strategy in generating and developing business growth opportunities, working collaboratively with Customer Engineers, and Google Partners to create new opportunities.
• Drive business development, forecast accurately, and achieve goals by leading customers through the entire business cycle.