Field Sales Representative, Enterprise, Google Cloud

Google develops cloud technology and enterprise-grade solutions that help organizations digitally transform their businesses. The Field Sales Representative will manage growth strategies for enterprise accounts, use consultative selling to align customer needs with Google Cloud solutions, and lead sales processes from initial conversations through agreements, implementation, and increased consumption.

Responsibilities:

• Develop and implement sales strategies to surpass business 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 business-to-business (B2B) software company
• Experience 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 issues. Experience showcasing current technology trends and Google Cloud differentiators
• Experience leading cross-functional teams and partners in project implementation and negotiation
• Experience with complex agreements structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements
• Experience expanding existing accounts, securing new customers, and accelerating consumption business
• Demonstrated business and financial acumen (e.g., P&L management, accurate forecasting)