Field Sales Representative II, Greenfield, Startups, Google Cloud

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 7 years of experience with quota-carrying cloud or software sales, or account management at a B2B software company.
• Experience in building customer relationships.

Preferred qualifications:

• Experience working with customer engineers, customer technical leads, and inventory software estate, define migration plans, and build migration business cases.
• Experience in building Greenfield territories along with experience acquiring new logos and securing foundational workload(s) to accelerate the consumption business.
• Experience promoting Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software to Startups or Digital Native organizations, aligning solutions to deliver business outcomes.
• Experience working with, and leading, cross-functional teams and partners in implementations and negotiations.
  
• Experience cultivating C-level relationships and influencing executives.
  

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 workload(s) to accelerate their consumption business. You will lead engagements with cross-industry startup customers and assist them in solving their business challenges with our solutions. You will identify specific business problems, working with stakeholders across accounts, and partnering with extended teams to develop technical solutions to solve them. You will build meaningful customer relationships across levels, from developers to C-suite executives. Additionally, you will lead a cross-functional team and leverage the right resources, including Customer Engineering, Business Development, cross-functional sellers, and Partners to maximize outcomes.

Responsibilities

• Lead prospecting and acquisition of new logos, creating and building customer relationships, and establishing yourself as a trusted advisor on their technology and business decisions.
• Gain insights on customers business, including their SaaS product portfolio, technology strategy, strategic growth plans, financial structure, customer base and vertical market offering.
• Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google Partners, to grow business impact within startup customers.
• Manage complex business cycles, presenting to C-level executives and negotiating agreements.
• Deliver business development, own operational excellence at scale, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.