Field Sales Manager, Startups, Google Cloud

corporate_fareGoogleplaceAustin, MN, USA; Atlanta, GA, USA

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 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.
• Leadership experience (e.g., people management, team lead, mentorship, coaching).

Preferred qualifications:

• Experience supporting a team to expand existing accounts, secure new customers, and accelerate consumption business.
• Experience qualifying leads and presenting value proposition against customers’ business opportunities and issues.
• Experience with organizational development and transformation, fostering consultative selling behaviors, aligning with sales leadership initiatives, and supporting teams on multi-year account strategies.
  
• Experience in performance management and end-to-end sales cycles, coaching high performance and ensuring delivery against goals.
  
• Experience working with Startups or Digital Native organizations, understanding their unique issues and aligning technology solutions.

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 Manager (FSM) within Startups, you will be a critical lead driving high performance, transformation, and partnership. You will coach Field Sales Representatives (FSR) to be consultative sellers, providing the skills, resources and future-forward goals to exceed quotas and maximize account value. Your team manages the customer growth strategy across the Startup and Digital Native ecosystem, engaging customers from developers to C-suite with consultative value-selling methodology. You will be technically-fluent, able to lead conversations about how Google Cloud solutions will meet their unique business issues. You will advocate our products and solutions to make organizations more productive, collaborative, and mobile.

You will bring the founder journey, mindset, and expertise in scaled sales to help your team transform customers' businesses.

Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s cutting-edge technology, and tools that help developers build more sustainably. Customers in more than 200 countries and territories turn to Google Cloud as their trusted partner to enable growth and solve their most critical business problems.Individual pay is determined by factors including job-related skills, experience, and relevant education or training.

US: $147000 - $205000 (USD) + 150% bonus target + bonus + equity + benefits

Learn more about benefits at Google.

Responsibilities

• Lead and implement go-to-market strategies in the Southeast and Central market with a focus on Early and Late Stage, Venture Capital-backed startups.
• Work with Customer Engineering, Marketing, Demand Generation, Solutions, Product, and Engineering teams to produce a focused value proposition and sales go-to-market.
• Build and maintain relationships with customers to influence long-term direction.
• Drive business growth by leading a sales team to acquire new startup customers and collaborating with cross-functional stakeholders to implement initiatives.
• Act as a visible and vocal spokesperson inside and outside Google Cloud, specifically, participate in startup ecosystem events and programs to increase the awareness and understanding of Google Cloud in the startup ecosystem.