Strategic Account Manager, Insurance, Google Cloud
Job Overview
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Job Description
About the Role
As a Strategic Account Manager, Insurance, Google Cloud, you will be a Field Sales Representative serving as a strategic partner to Google Cloud customers in your territory. You will manage the growth strategy for enterprise accounts, engaging customers with a consultative value selling methodology. This role involves driving long-term revenue growth by deeply understanding customer challenges and aligning them with Google Cloud's comprehensive portfolio of solutions. You will lead the end-to-end sales process, from initiating conversations to orchestrating internal and external teams to deliver revenue commitments and increased consumption, advocating for the innovative power of Google Cloud products to enhance productivity, collaboration, and mobility.
Google Cloud accelerates every organization’s ability to digitally transform its business and industry, delivering enterprise-grade solutions that leverage Google’s cutting-edge technology and tools for sustainable development. Customers in over 200 countries and territories trust Google Cloud as their partner for growth and solving critical business problems.
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 engaging and building relationships with a wide range of internal teams and customer stakeholders.
Preferred Qualifications
- Experience with consultative selling to executives, asking insightful, visionary questions, presenting future-forward proposals, and building multi-year account strategies and plans.
- Experience expanding existing accounts, securing new customers, and accelerating consumption revenue.
- Experience with complex deal structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
- Experience qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ strategic business opportunities and challenges.
- Experience showcasing current technology trends and Google Cloud.
Responsibilities
- Develop and implement sales strategies to surpass revenue targets 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 contracts 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
- Strategic Account Management
- Consultative Selling
- Insurance Industry
- Revenue Growth
- Sales Pipeline Management
- Contract Negotiation
- Google Cloud Platform
- AI/Data Technologies
- Relationship Building
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 in quota-carrying cloud sales, consultative selling, and account management, specifically referencing the insurance industry and Google Cloud technologies.
- Showcase industry expertise: Emphasize your understanding of the insurance sector's challenges and how cloud, data, and AI solutions can drive digital transformation.
- Prepare for behavioral questions: Practice responses demonstrating leadership, problem-solving, collaboration, and how you manage complex sales cycles and build long-term client relationships.
- Demonstrate Google Cloud knowledge: Be ready to discuss Google Cloud's value proposition, key services, and how they differentiate in the market, especially for enterprise clients.
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