Field Sales Representative, Google Cloud Startups

Field Sales Representative, Google Cloud Startups

Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Berlin, Germany; Munich, Germany.

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 B2B software company.
• Experience managing the full business cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
• Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
• Experience prospecting, or building customer relationships from scratch.

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 customer business opportunities and issues.
• Experience with complex agreement structuring, negotiating commercial agreements, and supporting multi-year engagements.
• Experience leading cross-functional teams and partners in project implementation and negotiation.
• Ability to communicate in German and English fluently to support client relationship management in this region.
• Excellent business and financial acumen skills, including Profit and Loss (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.

Google Cloud's unique capabilities empower startups and digital natives to address critical needs in scaling, growth, and global expansion, while also offering advanced technologies that drive differentiation, customer acquisition, and business acceleration.

As a Field Sales Representative, Google Cloud Startups, you will grow Google Cloud by acquiring new logos and securing the foundational workloads 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 sales process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You will be a strategic partner for cross-industry startup and digital native accounts, engaging customers, from developers to C-suite founders, with consultative value selling methodology.

Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s 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.

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 engineering, partner, post-sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.

Key skills/competency

• Cloud Sales
• Software Sales
• B2B Sales
• Account Acquisition
• Pipeline Management
• Forecasting
• Commercial Negotiation
• Consultative Selling
• Startup Ecosystem
• Google Cloud Platform