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 enterprise accounts, engaging customers with consultative value selling methodology. You will drive long-term business growth by gaining an understanding of your customers' critical issues and aligning them with Google Cloud's portfolio of solutions.
You will lead the business generation 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.
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.
The US base salary range for this full-time position is $97,500-$141,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.
Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google.
Responsibilities
- Develop and implement business strategies to surpass business goals and build relationships with customers.
- Manage and track the business pipeline, from lead to agreement, ensuring forecasting for visibility into expected outcomes.
- Manage multi-year agreements and formulate proposals that illustrate return on investment through customer business cases and deployment plans.
- Mobilize internal experts (customer engineering, partner, post-sales) and external partners to drive consumption and deliver a customer experience.
- Leverage technology trends, market analysis, and knowledge of cloud solutions to showcase how Google Cloud can transform customers' business.
Qualifications
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 managing commercial negotiations and agreements.
- Experience engaging and building relationships with internal teams and customer stakeholders.
- Experience managing the business cycle (e.g., pipeline management, forecasting, reporting), and commercial negotiations and agreements.
Preferred qualifications:
- Experience with consultative selling to executives, asking questions, presenting proposals, and building multi-year account strategies and plans.
- Experience qualifying leads and presenting the value proposition of cloud, data, and artificial intelligence (AI) technologies against customers’ business opportunities and issues, and showcasing technology trends and Google Cloud differentiators.
- Experience expanding existing accounts, securing new customers, and accelerating consumption business.
- Experience with agreement structuring, negotiating commercial agreements, and supporting multi-year engagements.
- Experience with business and finance (e.g., profit and loss (P&L) management, forecasting).
- Experience leading cross-functional teams and partners in project implementation and negotiation.