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Field Sales Representative Startups, Acquisitions Google Cloud (English)
GoogleNew York, NY, USA7+ years
Apply In accordance with Washington state law, we are highlighting our comprehensive benefits package, which is available to all eligible US based employees. Benefits for this role include:
- Health, dental, vision, life, disability insurance
- Retirement Benefits: 401(k) with company match
- Paid Time Off: 20 days of vacation per year, accruing at a rate of 6.15 hours per pay period for the first five years of employment
- Sick Time: 40 hours/year (increased to 69 hours/year for Seattle) including 5 discretionary sick days per instance
- Maternity Leave (Short-Term Disability + Baby Bonding): 28-30 weeks
- Baby Bonding Leave: 18 weeks
- Holidays: 13 paid days per year
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 engaging and building relationships with a wide range of internal teams and customer stakeholders.
- Ability to communicate in English fluently to support client relationship management in this region.
Preferred qualifications:
- Experience with complex agreements structuring, negotiating commercial agreements, and supporting multi-year engagements.
- Experience with consultative selling to executives at Startup or Digital Native organizations, asking questions, presenting future-forward proposals, and building multi-year account strategies and plans.
- Experience qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ business opportunities and challenges. Experience showcasing current technology trends and Google Cloud differentiators.
- Experience leading cross-functional teams and partners in project implementation and negotiation.
- Experience expanding existing accounts, securing new customers, and accelerating consumption business.
- Demonstrated business and financial acumen, including P&L management and accurate forecasting.
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 our Startups organization, you will serve as a partner to Google Cloud customers across the startup ecosystem. You will manage the growth strategy for Startup and Digital Native accounts, engaging customers, from developers to C-suite founders, with consultative value selling methodology. Your goal is to drive long-term business growth by gaining a deep understanding of our customers' critical issues and aligning them with Google Cloud's portfolio of solutions. You will lead the business process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You'll advocate the power of our products and solutions to make organizations more productive, collaborative, and mobile.
Google Cloud's unique capabilities empower Startups and Digital Natives to address critical needs in scaling, growth, and global expansion, while also offering advanced technologies that drive differentiation, customer acquisition, and business acceleration.
US: $97500 - $141000 (USD) + 150% bonus target + equity + benefits
Learn more about benefits at Google.
Responsibilities
- Build and deepen executive relationships with mid-market enterprise customers and the partner ecosystem to influence their short term and long-term technology and business decisions. Add value as a trusted advisor.
- Act as an expert on our customers' business, including their SaaS product portfolio, technology strategy, strategic growth plans, business drivers, financial structure, customer base, vertical market offering and engaged landscape.
- Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google partners, to maximize business impact within startup customers.
- Manage complex sales cycles, presenting to C-level executives and negotiating terms.
- Drive business development, own operational excellence at scale, forecast accurately, and achieve goals by leading customers through the entire business cycle.
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Google is proud to be an equal opportunity and affirmative action employer. We are committed to building a workforce that is representative of the users we serve, creating a culture of belonging, and providing an equal employment opportunity regardless of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), expecting or parents-to-be, criminal histories consistent with legal requirements, or any other basis protected by law. See also Google's EEO Policy, Know your rights: workplace discrimination is illegal, Belonging at Google, and How we hire.
If you have a need that requires accommodation, please let us know by completing our Accommodations for Applicants form.
Google is a global company and, in order to facilitate efficient collaboration and communication globally, English proficiency is a requirement for all roles unless stated otherwise in the job posting.
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Equity is granted exclusively and discretionarily by Alphabet Inc. on the basis of an agreement concluded between you and Alphabet Inc. Alphabet Inc. is your sole contractual partner with respect to equity grants. GSU grants are not guaranteed, are discretionary, are subject to approval by the Alphabet Inc. board of directors or its delegate, the terms of the relevant Alphabet Inc. stock plan, and your grant agreement. They have no impact on statutory payments. Current or past grants do not confer an acquired right.