Field Sales Representative III, Enterprise Greenfield, Google Cloud

Google develops enterprise-grade cloud solutions that help organizations digitally transform, improve productivity, and solve critical business problems. The Field Sales Representative III will acquire new enterprise customers, build trusted relationships, manage complex sales cycles and agreements, and drive Google Cloud consumption through consultative selling.

Responsibilities:

• Lead prospecting and acquisition of net new logos, creating and building customer relationships from scratch, and establishing yourself as a trusted advisor on their long-term technology and business decisions
• Mobilize internal experts (Customer Engineering, Partner, Post-Sales) and external partners at the right time to drive consumption and deliver a seamless customer experience
• Manage complex, multi-year contracts and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans
• Manage and track the sales pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes
• 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

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 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 sales cycle (e.g., pipeline management, forecasting, reporting) and 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 acquiring new logos at scale and securing foundational workload(s) to accelerate consumption business
• Experience with complex agreement 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