Security Sales Specialist, 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.

As a Security Sales Specialist you will help us grow our cybersecurity business by building and expanding relationships with new and existing customers. In this role, you will work with customers to deliver true business value, demonstrate product functionality, and provide a comprehensive overview of key business use cases. You will lead day-to-day relationships with cross-functional team members and external customers, leading with empathy, while identifying innovative ways to multiply your impact and the impact of the team as a whole to drive overall value for Google Cloud.

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.

Individual pay is determined by factors including job-related skills, experience, and relevant education or training.

US: $138000 - $200000 (USD) + 100% bonus target + equity + benefits

Learn more about benefits at Google.

Responsibilities

• Build relationships with customers as a subject matter expert and trusted advisor, managing complex business cycles, identifying solution use cases, and influencing long-term strategic direction of accounts.
  
• Deliver against quota and achieve or exceed strategic business and growth goals while forecasting and reporting your territory’s business.
  
• Work with Google accounts and cross-functional teams (e.g., Customer Engineering, Marketing, Customer Success, Product, Engineering, Channels) to develop go-to-market strategies, drive pipeline and business growth, close agreements, understand the customer, and provide excellent prospect and customer experience.
  
• Construct and execute an effective territory development plan.
  
• Work with multiple customers and opportunities simultaneously, understanding each customer’s technology footprint and strategy, growth plans, business drivers, competitors, and how they can transform their business using our technologies.
  

Qualifications

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
  
• 10 years of experience in a sales role in the enterprise software or cloud space.
  
• Experience selling to clients in the enterprise cybersecurity or IT field.
  

Preferred qualifications:

• Experience carrying and exceeding strategic business goals in a sales role.
  
• Experience supporting long-term executive relationships, and developing territories/accounts from scratch, while ensuring customer success, adoption and expansion.
  
• Experience prioritizing, planning, and organizing solution-based sales activity within complex sales cycles, including qualifying high value accounts and leveraging our partner ecosystem.
  
• Experience working with internal/external teams, including account teams, technical leads, procurement, and legal, to inventory existing software estate, build business cases for transformation with implementation plans, and close agreements.
  
• Knowledge of market trends, products, and solutions in Cloud and cybersecurity.