Field Sales Representative, Manufacturing and Conglomerates

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) within the Large Conglomerate organization, you will manage the growth strategy for accounts across the large conglomerate ecosystem. You will build on existing relationships, establish relationships in new areas, and act as a business partner to understand customer's challenges and goals. You will advocate the innovative power of products and solutions to make organizations more productive, collaborative, and mobile. Google Cloud's unique capabilities empower large conglomerates to address critical needs in scaling, growth, and global expansion, while also offering advanced technologies that drive differentiation, customer acquisition, and business growth acceleration.

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 new logos, create and build customer relationships from scratch, and establish yourself as a trusted advisor on their long-term technology and business decisions.
  
• Become an expert on the customers' business, including their SaaS product portfolio, technology strategy, strategic growth plans, business drivers, financial structure, customer base, vertical market offering, and competitive landscape.
  
• Lead account strategy to develop business growth opportunities, and work cross-functionally with multiple teams and Google partners, to maximize business impact within startup customers.
• Manage business cycles, present to C-level executives and negotiate terms.
  
• Drive business development, own operational excellence at scale, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.

Qualifications

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:

• Experience working with, and leading, cross-functional teams and partners in implementations and agreements.
• Experience with business and legal business agreements, working with Procurement, Legal, and Business teams.
• Experience working with Customer Engineers and customers' technical leads to inventory software estate, define migration plans, and build migration business cases.
• Experience developing C-level relationships and influencing executives.
• Experience prospecting, or building customer relationships and engaging with accounts, promoting a portfolio of products at C-level.