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 Key Account Executive on the Retail and Consumer Packaged Goods (CPG) team, you will serve as the executive selling to the enterprises in Google Cloud. You will leverage existing relationships with CEOs and C-level executives, developing new relationships with business unit leaders to understand their unique company issues and to influence their perspective of Google solutions. You will be a partner to customers, leveraging consultative value selling methodology to drive long-term business growth. You will do this with a deep industry understanding, communicating the business value of Google while driving shareholder value. 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.
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 $147,000-$205,000 + 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 sales strategies to surpass revenue targets 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 multi-year agreements and formulate persuasive proposals that illustrate clear return on investment (ROI) through customer business cases and comprehensive deployment plans.
- Mobilize internal experts, including Customer Engineering, Partner, and Post-Sales, and external partners at the right time to drive consumption and deliver a seamless customer experience.
- Run and manage global accounts with multiple opportunities across different functions, serving as the primary customer contact for all adoption-related activities.
Qualifications
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 10 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).
- Experience selling to enterprise accounts, selling a portfolio of products or solutions at the C-level.
Preferred qualifications:
- Experience with consultative selling to retail or CPG executives, 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 artificial intelligence (AI) technologies against customers’ business opportunities and issues.
- Experience with agreements structuring, partnering sophisticated commercial agreements, and supporting multi-year engagements.
- Experience supporting enterprise organizations, expanding existing accounts, securing new customers, and accelerating consumption business.
- Demonstrated business and financial acumen.