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Field Sales Representative III, Greenfield, Startups, Google Cloud

Google
New York City, USA
Senior · 10+ years experience
Onsite
USD 118000-171000 / year
Discovered 1 weeks ago

Full Job Posting

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.
  • Become an expert on 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.
  • Drive business development, own operational excellence at scale, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.
  • Lead prospecting and acquisition of net new logos, creating and building customer relationships from scratch, and establishing yourself as a trusted advisor on their long-term technology and business decisions.

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 B2B software company.
  • Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
  • Experience prospecting, or building customer relationships from scratch.
  • Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.

Preferred qualifications:

  • Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software in the gaming industry, aligning solutions to drive business outcomes.
  • Experience growing an existing customer base and acquiring new logos at scale to increase spend and accelerate consumption revenue.
  • Experience working with, and leading, cross-functional teams and partners in implementations and negotiations.
  • Experience with commercial and legal agreements working with procurement, legal, and business teams in large enterprises.
  • Experience working with Customer Engineers and Customers' Technical leads to inventory software estate, define migration plans, and build migration business cases.
  • Experience cultivating C-level relationships and influencing executives.

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