Field Sales Representative, Enterprise Greenfield, Energy, Google Cloud

Responsibilities

The Field Sales Representative will lead the prospecting and acquisition of new enterprise customers to drive Google Cloud consumption. They will manage the full sales cycle, including complex negotiations and orchestrating internal teams to deliver seamless customer experiences.

Requirements

Candidates must have at least 10 years of experience in quota-carrying cloud or software sales and a bachelor's degree. Strong skills in relationship building, consultative selling, and managing complex commercial agreements are required.

Skills

• Cloud Sales
• B2B Software Sales
• Account Management
• Prospecting
• Sales Cycle Management
• Commercial Negotiations
• Consultative Selling
• Strategic Planning
• Lead Qualification
• Value Proposition
• Pipeline Management
• Forecasting
• Financial Acumen
• Cross-functional Leadership
• Business Development

Benefits

• Bonus
• Equity
• Health Insurance

About this role

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 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) 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.

Google Cloud accelerates every organization’s ability to digitally transform its
business and industry. We deliver enterprise-grade solutions that leverage
Google’s cutting-edge technology, and tools that help developers build more
sustainably. Customers in more than 200 countries and territories turn to Google
Cloud as their trusted partner to enable growth and solve their most critical
business problems.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
[https://www.google.com/about/careers/applications/benefits/].

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.

About Google

Software Development · 10,001+ employees · headquartered in Mountain View, CA