Field Sales Representative II, Startups Acquisition, Google Cloud

Responsibilities

Develop and implement sales strategies to drive long-term growth within the startup ecosystem by building consultative relationships. Manage the full sales cycle, including pipeline tracking, complex negotiations, and orchestrating cross-functional teams to deliver customer solutions.

Requirements

Requires a bachelor's degree and at least 7 years of experience in quota-carrying cloud or B2B software sales. Candidates must demonstrate expertise in managing commercial agreements, forecasting, and consultative selling to executive stakeholders.

Skills

• Cloud sales
• Software sales
• Consultative account management
• Pipeline management
• Forecasting
• Commercial negotiations
• Strategic planning
• Value proposition
• Data technologies
• AI technologies
• P&L management
• Cross-functional leadership
• Business acumen
• Financial acumen
• Startup ecosystem

Benefits

• Bonus target
• Equity
• Health benefits

About this role

MINIMUM QUALIFICATIONS:

* Bachelor's degree or equivalent practical experience.
* 7 years of experience in quota-carrying cloud or software sales, or
consultative account management at a business-to-business (B2B) software
company.
* Experience working with 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 at Startup or Digital
Native organizations, asking 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 expanding existing accounts, securing new customers, and
accelerating consumption business.
* Experience with complex agreements structuring, negotiating commercial
agreements, and supporting multi-year engagements.
* Experience leading cross-functional teams and partners in project
implementation and negotiation.
* Demonstrated business and financial acumen, including P&L management and
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) within our Startups organization, you will
serve as a strategic partner to Google Cloud customers across the startup
ecosystem. You will manage the growth strategy for Startup and Digital Native
accounts, engaging customers, from developers to C-suite founders, with
consultative value selling methodology. Your goal is to drive long-term business
growth by gaining a deep understanding of your 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'll 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.

Canada: $124000 - $127000 (CAD) + 150% bonus target + equity + benefits

Learn more about benefits at Google
[https://www.google.com/about/careers/applications/benefits/].

RESPONSIBILITIES:

* Develop and implement sales strategies to surpass business goals and build
trusted, consultative relationships with customers.
* Manage and track the sales pipeline, from lead to close, ensuring health and
accurate forecasting for clear visibility into expected outcomes.
* Leverage emerging technology trends, market analysis, and knowledge of cloud
solutions to showcase how Google Cloud can transform customers' business.
* 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 Developing, Partner, Post-Sales) and
external partners at the right time to drive consumption and deliver a
seamless customer experience.

About Google

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