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Field Sales Representative, Telco, Google Cloud

Google
Melbourne, AUS
Senior · 10+ years experience
Onsite
Discovered 1 weeks ago

Full Job Posting

Responsibilities

  • Build and deepen executive relationships with enterprise customers and bring to Google your mature high-level relationships to help us grow into new organizations. Influence long-term direction, and serve as a business partner.
  • Discuss and manage entire complex business cycles, often presenting to C-level executives in corporate and global customers.
  • Lead account strategy in generating and developing business growth opportunities, working collaboratively with customer engineers, and Google partners to maximize business results in territory and open up opportunities with large enterprise customers.
  • Understand each customer's technology footprint, strategic growth plans and business drivers, technology strategy and engaged landscape.
  • Drive business development, forecast accurately and achieve goals by leading customers through the entire business cycle.

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 with accounts, selling a portfolio of products at C-level.
  • Experience in engaging and building relationships with internal teams and customer stakeholders.
  • Experience in managing the full business cycle (e.g., pipeline management, forecasting, reporting) and managing commercial discussions and agreements.

Preferred qualifications:

  • Experience with consultative selling to executives, asking insightful, visionary questions, presenting future-forward proposals, and building multi-year account strategies and plans.
  • Experience promoting infrastructure software, databases, analytic tools, or applications software into the Telco industry.
  • Experience with complex agreements structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
  • Experience in working with and managing partners in complex implementation projects, including global system integrators and packaged software vendors.
  • Experience qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ business opportunities and issues.

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