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Field Sales Representative, Digital Natives, Google Cloud
GoogleSan Bruno, CA, USA4+ years
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Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 4 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) and managing commercial negotiations and agreements.
- Experience prospecting, or building customer relationships from scratch.
Preferred qualifications:
- 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 issues.
- Experience with complex agreements structuring, negotiating commercial agreements, and supporting multi-year engagements.
- Experience leading cross-functional teams and partners in project implementation and negotiation.
- Experience acquiring new logos and securing foundational workloads to accelerate the consumption business, with interest for building Greenfield territories.
- Excellent business and financial acumen, profit and loss 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), focused on new customer acquisition for accounts within the startup ecosystem, you will grow Google Cloud by acquiring new logos and securing the foundational workloads to accelerate their consumption business. You will drive long-term business growth by gaining understanding of new customers' critical issues and aligning them with Google Cloud's portfolio of solutions. You will lead the sales process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You will be a partner to cross-industry Startup and Digital Native accounts, engaging customers, from developers to C-suite founders, with consultative value selling methodology.
Google Cloud's unique capabilities empower Startups and Digital Natives to address critical needs in scaling, growth, and global expansion, also offering advanced technologies that drive differentiation, customer acquisition, and business acceleration.
France: €62000 - €64000 (EUR) + 150% bonus target + equity + benefits
Learn more about benefits at Google.
Responsibilities
- Design and implement sales strategies to surpass business goals and build trusted, consultative relationships with customers, while leveraging emerging technology trends, market analysis, and knowledge of cloud solutions to showcase how Google Cloud can transform customers' business.
- Manage and track the sales pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes.
- Discuss complex, multi-year agreements and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans.
- Mobilize internal experts (Customer Engineering, Partner, Post-Sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.
- Lead prospecting and acquisition of net new logos, creating and building customer relationships from scratch, and establishing our self as a trusted advisor on their long-term technology and business decisions.
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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.