Job Description
Field Sales Representative II, Mid-Market Enterprise, Google Cloud corporate_fare Google place Miami, FL, USA ; Atlanta, GA, USA bar_chart Mid Mid Experience driving progress, solving problems, and mentoring more junior team members; deeper expertise and applied knowledge within relevant area. info_outline
X Note:
By applying to this position you will have an opportunity to your preferred working location from the following: Miami, FL, USA; Atlanta, GA, USA . 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 business-to-business (B2B) software company. Experience engaging and building relationships with a wide range of internal teams and customer stakeholders. Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements. Preferred qualifications:
Experience with consultative selling to executives across multiple industries and hundreds of accounts, asking insightful, visionary questions, presenting future-forward proposals, and building multi-year account strategies and plans. Experience leading cross-functional teams and partners in project implementation and negotiation. Experience qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers' business opportunities and tests. Experience expanding existing accounts, securing new customers, and accelerating consumption business. Experience with complex agreements structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements. Demonstrated business and financial acumen, including profit and loss 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. As a Field Sales Representative (FSR), you will serve as a partner to Google Cloud customers in your territory. You will manage the growth strategy for mid-market enterprise (MME) accounts, engaging customers with consultative value selling methodology. You will drive long-term business growth by gaining a deep understanding of customers' critical issues and aligning them with Google Cloud's portfolio of solutions. You will lead the business process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You will advocate the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile. Responsibilities Develop and implement business 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 business 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 (e.g., Customer Engineering, Partner, Post-Sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.
