AI Sales Specialist, ISV, Public Sector

About the Role: AI Sales Specialist, ISV, Public Sector

The Google Cloud Platform team empowers customers to transform and innovate their businesses using cloud technology. Our products prioritize security, reliability, and scalability, spanning infrastructure to applications. As an AI Sales Specialist, you will be an integral part of an entrepreneurial and rapidly growing business, understanding customer needs and shaping the future of how organizations leverage technology to connect with stakeholders.

As an Artificial Intelligence (AI) Sales Specialist, you will drive the expansion of our AI business by cultivating and strengthening relationships with both new and existing public sector customers. Your primary objective will be to directly engage with customers, delivering tangible business value, showcasing product functionalities, and outlining key business use cases. You will adeptly manage daily interactions with both internal cross-functional teams and external customers, emphasizing empathy, while continuously seeking ways to amplify team impact and maximize value for Google Cloud.

Google Public Sector is dedicated to bringing Google's innovative solutions to government and education, with offerings specifically designed for enterprise needs. We are committed to accelerating the digital transformations of United States public sector institutions and are actively investing in growing our team to address the complex requirements of local, state, federal government, and educational organizations.

Responsibilities

• Build strong customer relationships, acting as a subject matter expert and trusted advisor, managing business cycles, identifying solution use cases, and collaborating on long-term account strategies.
• Achieve or exceed sales quotas and business growth goals, while accurately forecasting and reporting your territory’s business performance.
• Partner with Google account teams and various cross-functional departments (e.g., Customer Engineering, Marketing, Customer Success, Product, Engineering, Channels) to develop effective go-to-market strategies, stimulate pipeline and business growth, facilitate agreements, gain deep customer understanding, and enhance prospect and customer experience.
• Develop and execute comprehensive account plans, informed by Google’s responsible Artificial Intelligence (AI) framework, across an assigned territory or market.
• Engage with multiple customers and opportunities, thoroughly understanding each customer’s technology footprint, strategic direction, growth ambitions, business drivers, and potential for transformation using Google technologies.

Minimum Qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in a sales role within enterprise software, cloud, or the Artificial Intelligence (AI) space.
• 4 years of experience selling SaaS solutions in an Annual Recurring Revenue (ARR) business model.
• Experience in identifying AI use cases to address customer challenges and selling transformational AI solutions to clients.
• Experience in, or supporting the Independent Software Vendor (ISV) space.

Preferred Qualifications

• Experience in prioritizing, planning, and organizing solution-based business activities within business cycles, including qualifying high-value accounts and leveraging our partner ecosystem.
• Experience in supporting long-term executive relationships and developing new territories/accounts, while ensuring customer success, adoption, and expansion.
• Experience in utilizing, contributing to, or leading the creation of compelling, repeatable AI/Analytics business plays, including materials on participant differentiation, pricing and Return On Investment (ROI).
• Experience carrying and exceeding business goals in a business role.
• Experience in, or supporting, the semiconductor industry.
• Knowledge of market trends, products, and solutions, including an understanding of Cloud and Artificial Intelligence.

Comprehensive Benefits Package

In accordance with Washington state law, we are highlighting our comprehensive benefits package, which is available to all eligible US based employees. Benefits for this role include:

• Health, dental, vision, life, disability insurance
• Retirement Benefits: 401(k) with company match
• Paid Time Off: 20 days of vacation per year, accruing at a rate of 6.15 hours per pay period for the first five years of employment
• Sick Time: 40 hours/year (statutory, where applicable); 5 days/event (discretionary)
• Maternity Leave (Short-Term Disability + Baby Bonding): 28-30 weeks
• Baby Bonding Leave: 18 weeks
• Holidays: 13 paid days per year

Key skills/competency

• AI Sales
• Public Sector Sales
• ISV Partnerships
• Enterprise Software Sales
• Cloud Solutions
• SaaS Sales (ARR)
• Quota Attainment
• Go-to-Market Strategy
• Customer Relationship Management
• Digital Transformation