Field Sales Representative
Job Overview
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Job Description
About the Role: Field Sales Representative
As a Field Sales Representative (FSR) at Google, you will be instrumental in managing the growth strategy for enterprise accounts within the Google Cloud Platform team. This role demands a strong ability to engage with C-level executives, fostering existing relationships and establishing new ones. You will act as a strategic business partner, deeply understanding customer challenges and objectives to advocate for Google's innovative cloud products and solutions, ultimately driving productivity, collaboration, and mobility for organizations.
Key Responsibilities
- Build and nurture executive relationships with corporate customers, influencing their long-term technology and business decisions as a trusted advisor.
- Lead account strategy to identify and develop business growth opportunities, collaborating cross-functionally with various Google teams and partners to maximize impact for enterprise customers.
- Efficiently manage business cycles, conduct compelling presentations to C-level executives, and skillfully negotiate terms.
- Drive business development initiatives, ensure operational excellence at scale, accurately forecast sales, and achieve strategic goals by guiding customers through the entire business cycle.
- Become a deep expert on customer businesses, including their SaaS product portfolios, technology strategies, growth plans, business drivers, financial structures, customer bases, vertical market offerings, and competitive landscapes.
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.
Preferred Qualifications
- Demonstrated experience selling cloud solutions, AI, databases, analytic tools, or applications software across diverse industries, with a proven ability to align solutions with business outcomes.
- Experience collaborating with and leading cross-functional teams and partners in implementations and negotiations.
- Proficiency in working alongside customer engineers and customers' technical leads to inventory software estates, define migration plans, and construct migration business cases.
- Proven track record of cultivating C-level relationships and effectively influencing executives.
- Experience in developing an existing customer base and successfully acquiring new logos at scale to increase spend and accelerate business consumption.
About Google Cloud Platform
The Google Cloud Platform team is dedicated to helping customers transform and innovate their businesses using cutting-edge cloud technology. Our products are engineered for security, reliability, and scalability, encompassing the full stack from infrastructure to applications and hardware. We empower developers, small and large businesses, educational institutions, and government agencies to realize the full potential of our technology. As part of a rapidly expanding, entrepreneurial team, you will play a pivotal role in understanding customer needs and shaping the future of how businesses leverage technology to connect with customers, employees, and partners.
Key skills/competency
- Enterprise Sales
- Cloud Solutions
- AI Technology
- Database Sales
- Analytics Tools
- C-level Relationships
- Account Management
- Business Development
- Cross-functional Leadership
- Sales Forecasting
How to Get Hired at Google
- Research Google Cloud's culture and innovation: Study Google Cloud's mission, values, recent AI advancements, and client success stories on their official site, LinkedIn, and Glassdoor. Understand their commitment to security, reliability, and scalability.
- Customize your resume for Field Sales Representative roles: Highlight your 10+ years of quota-carrying cloud or B2B software sales experience, emphasizing successes with enterprise accounts, C-level engagement, and driving business outcomes with AI and cloud solutions.
- Prepare for technical and strategic conversations: Be ready to discuss specific examples of how you've sold complex cloud solutions, managed entire sales cycles, worked with technical leads, and developed migration plans for customers. Showcase your expertise in Google Cloud's offerings.
- Practice executive-level communication: Google values candidates who can clearly articulate value to C-level executives. Practice presenting business cases, discussing terms, and demonstrating your ability to be a trusted advisor, focusing on impact and strategic influence.
- Showcase collaboration and partnership skills: Highlight instances where you've successfully led cross-functional teams, collaborated with partners, and worked with customer engineers to achieve significant business impact for enterprise clients.
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