Field Sales Representative, Information Technology, Google Cloud

About The Role: Field Sales Representative, Information Technology, Google Cloud

As a Field Sales Representative (FSR) focused on new customer acquisition for enterprise accounts, your responsibility is to grow Google Cloud’s market share by acquiring new logos and securing the foundational workload(s) to accelerate their consumption business growth. You will lead the engagement with a group of cross-industry enterprise customers and assist them in solving their business challenges with our solutions. Your success will rely upon the ability to identify specific business problems working with stakeholders across your accounts, and partnering with your extended team to develop technical solutions to solve them. You will be responsible for building relationships across various levels within the customer, from developers to C-suite executives. Additionally, you will lead a cross-functional team and leverage the resources, including Customer Engineering, Business Development, cross-functional sellers, and Partners to maximize outcomes.

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.

Responsibilities

• Lead prospecting and acquisition of net new logos, creating and building customer relationships, and establish yourself as a trusted advisor on their technology and business decisions.
• Become an expert on the customers' business, including their SaaS product portfolio, technology strategy, growth plans, business drivers, financial structure, customer base, vertical market offering and engaged landscape.
• Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google Partners, to improve business impact within enterprise customers.
• Manage business cycles, presenting to C-level executives and discussing terms.
• Drive business development, own operational excellence, forecast, and achieve goals by leading customers through the entire business cycle.

Minimum Qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of experience with quota-carrying cloud or software sales, or account management at a B2B software company.
• Experience prospecting, or building customer relationships.

Preferred Qualifications

• Experience working with, and leading, cross-functional teams and partners in implementations and negotiations.
• Experience with commercial and legal negotiations, working with Procurement, Legal, and Business teams.
• Experience cultivating C-level relationships and influencing executives.
• Experience promoting Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software across multiple industries, aligning solutions to drive business outcomes.
• Experience working with Customer Engineers and customers' technical leads to inventory software estate, define migration plans, and build migration business cases.
• Experience acquiring new logos and securing foundational workload(s) to accelerate consumption business growth along with passion for building Greenfield territories.

Key skills/competency

• Enterprise Sales
• New Logo Acquisition
• Cloud Solutions
• B2B Software Sales
• Account Management
• C-level Relationships
• Business Development
• Cross-functional Leadership
• Commercial Negotiation
• Quota Attainment