Field Sales Representative, IT/ITES, Google Cloud
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Job Description
About the Role: Field Sales Representative, IT/ITES, Google Cloud
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 IT/ITES to address critical needs in scaling, growth, and global expansion, while also offering advanced technologies that drive differentiation, customer acquisition, and business growth acceleration.
As a Field Sales Representative (FSR) within the Information Technology/ Information Technology Enabled Servives (IT/ITES) organization, you will manage the growth strategy for accounts across the IT/ITES ecosystem. You will leverage experience engaging with executives to build on existing relationships, establish relationships in new areas, and act as a business partner to understand customer issues and goals. You will advocate the innovative power of 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 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.
Minimum Qualifications
- Bachelor's degree or equivalent practical experience.
- 10 years of experience with sales in the technology industry, with SaaS, PaaS, or IaaS products and platforms.
- Experience working in IT/ITES business operations.
- Experience in client sales or management.
Preferred Qualifications
- 5 years of experience selling infrastructure software, databases, analytic tools, or applications software.
- Experience working with and managing partners on complex implementation projects, including global system integrators and packaged software vendors.
- Experience in commercial and legal negotiations, working with Procurement, Legal, and Business teams.
- Experience working with and presenting to C-level executives.
- Ability to work with sales engineers and customer’s technical leads to inventory existing software estate, define migration plans, and build business cases for migrations.
Responsibilities
- Build relationships with customers, influence direction and serve as a business partner/trusted advisor.
- Lead account strategy in generating and developing business growth opportunities, work collaboratively with Customer Engineers, Google Partners and across Google Cloud, to optimize business results and open up opportunities with existing and prospective customers to deliver monthly, quarterly and annual business goals.
- Understand the business priorities, technology footprint, growth plans and technology strategy of assigned accounts and build a multi year goal for the accounts.
- Generate, own and manage multiple opportunities through the entire business cycle simultaneously, work with cross-functional teams and serve as the primary customer contact for all business/adoption-related activities, including the development of strategic agreements.
- Build a comprehensive engagement strategy to delight the customers, and build a strong and preferred cloud provider mindshare with the customer.
Key skills/competency
- Enterprise Sales
- Cloud Solutions
- IT/ITES Ecosystem
- Account Management
- Business Development
- C-level Engagement
- SaaS/PaaS/IaaS
- Negotiation
- Cloud Migration
- Strategic Partnerships
How to Get Hired at Google
- Research Google's culture: Study their mission, values, recent news, and employee testimonials on LinkedIn and Glassdoor.
- Tailor your resume: Customize your resume and cover letter to highlight experience with cloud sales, IT/ITES, and C-level engagement, using keywords from the Field Sales Representative, IT/ITES, Google Cloud description.
- Showcase Google Cloud expertise: Emphasize your understanding of Google Cloud Platform, SaaS, PaaS, IaaS products, and their business impact.
- Prepare for behavioral questions: Practice articulating your experience in strategic account management, negotiation, and cross-functional collaboration, aligning with Google's leadership principles.
- Demonstrate client impact: Be ready to share specific examples of how you've built trusted advisor relationships and driven significant business growth for enterprise clients in the technology sector.
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