Field Sales Representative III, Public Sector, Defense, Google Cloud

Responsibilities

Develop and implement sales strategies to drive long-term revenue growth within public sector accounts. Manage the full sales cycle, from lead generation to complex contract negotiation, while orchestrating internal and external teams.

Requirements

Requires a bachelor's degree and at least 10 years of experience in quota-carrying cloud or software sales. Candidates must demonstrate expertise in consultative selling, pipeline management, and navigating the public sector market.

Skills

• Cloud sales
• B2B software sales
• Consultative selling
• Account management
• Pipeline management
• Forecasting
• Commercial negotiations
• Public sector sales
• Strategic planning
• Value proposition
• Cross-functional leadership
• Financial acumen
• Business development
• Contract structuring
• Relationship building

Benefits

• Bonus target
• Equity
• Health benefits

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 B2B software company.
* Experience engaging and building relationships with a wide range of internal
teams and customer stakeholders.
* Experience managing the full business cycle (e.g., pipeline management,
forecasting, reporting) and managing commercial negotiations and agreements.
* Experience working with the public sector market across Canada.

PREFERRED QUALIFICATIONS:

* Experience with consultative selling to the public sector, asking questions,
presenting proposals, and building multi-year account strategies.
* Experience qualifying leads and presenting the value proposition against
customers’ business opportunities, and experience showcasing current
technology trends and Google Cloud differentiators.
* Experience expanding existing accounts, securing new customers, and
accelerating consumption revenue, and experience working with, and leading,
cross-functional teams and partners.
* Experience with complex agreements structuring, negotiating sophisticated
commercial agreements, and supporting multi-year engagements.
* Experience leading cross-functional teams and partners in project
implementation and negotiation.
* Excellent business and financial acumen, including gain and loss 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) for Public Sector, you will serve as a
strategic partner to Public Sector accounts related to different public
entities. You will manage account growth strategies, engaging customers with
consultative value selling methodology. You will drive long-term revenue growth
by understanding customers' critical challenges and aligning them with Google
Cloud's portfolio of solutions. You will lead the sales process, from initiating
customer conversations to orchestrating internal and external teams to deliver
revenue commitments and increased consumption. 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.

Canada: $150000 - $153000 (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.
* 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 Developer, Partner, Post-Sales) and
external partners at the right time to drive consumption and deliver a
customer experience.

About Google

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