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X Note: By applying to this position you will have an opportunity to share your preferred working location from the following:
In-office locations: New York, NY, USA; Atlanta, GA, USA; Austin, TX, USA; Addison, TX, USA; Houston, TX, USA; Miami, FL, USA; Raleigh, NC, USA; Durham, NC, USA; Reston, VA, USA.Remote location(s): Pennsylvania, USA. 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.
- 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 building relationships with a wide range of internal teams and customer stakeholders.
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 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 with complex agreements structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
- Excitement for building Greenfield territories; experience acquiring new logos at scale and securing foundational workload(s) to accelerate consumption business.
- Experience leading cross-functional teams and partners in project implementation and negotiation.
- Demonstrated business and financial acumen.
About the jobAs a Field Sales Representative (FSR) focused on new customer acquisition for enterprise accounts, you will grow Google Cloud by acquiring new logos and securing the foundational workload(s) to accelerate their consumption business. You will drive long-term business growth by gaining a deep understanding of new 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 be a partner to our customers, while leveraging consultative value selling methodology. You will advocate the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile.
Individual pay is determined by factors including job-related skills, experience, and relevant education or training.
US: $118000 - $171000 (USD) 150% bonus target equity benefits
Learn more about benefits at Google .
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 agreements 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 revenue targets 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.
