Field Sales Representative, Start Ups Activation, Google Cloud

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.

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.

Responsibilities

• Build and deepen executive relationships with early stage startup customers to influence their long-term technology and business decisions. Add value as a trusted advisor.
• Drive intent-based outbound strategies/inbound playbooks at scale and map key stakeholders to break into priority startup accounts.
• Execute discovery to uncover business needs, navigate buying centers, and qualify cloud readiness.
• Fuel pipeline reviews with data-driven outbound/ inbound updates, account intelligence, and market signals.
• Drive business development, forecast accurately, and achieve goals by leading customers through the entire business cycle.

Qualifications

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 4 years of experience with quota-carrying cloud or software sales, or account management at a business-to-business (B2B) software company.
• Experience selling cloud computing technologies, databases, or application software to startups or digital native organizations.
• Experience growing customer accounts and acquiring new business to increase consumption business.

Preferred qualifications:

• Experience working with, and leading, cross-functional internal teams (e.g., Business Development, Customer Engineers, Partner Sales) and external partners in complex implementation projects and negotiations.
• Experience with complex commercial and legal negotiations, working with Procurement, Legal, and Business teams in enterprise organizations.
• Experience working with Customer Engineers and customers' technical leads to inventory existing software estate, define migration plans, and build business cases for migrations.
• Experience cultivating and maintaining C-level relationships to build strong partnerships and sell cloud solutions, with the ability to influence at the executive level.

Additional Information

Google will be prioritizing applicants who have a current right to work in Singapore, and do not require Google's sponsorship of a visa.