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Field Sales Representative III, Greenfield Startups, Cloud

Google

San Francisco, CA

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JOB DETAILS
JOB TYPE
Full-time, Employee
SKILLS
Artificial Intelligence (AI), Business Case, Business Growth, Business-to-Business (B2B) Software, C Programming Language, Channel Strategies, Cloud Computing, Consultative Sales, Contract Negotiation, Cross-Functional, Customer Acquisition, Customer Experience, Customer Relations, Customer Support/Service, Ecosystems, Emerging Technology, Entrepreneurship, Equal Employment Opportunity (EEO), Field Sales, Forecasting, Government, High Tech Industry, Leadership, Market Analysis, Market Trend Analysis, Needs Assessment, Negotiation Skills, Organizational Skills, Persuasion Skills, Post-Sales, Profit & Loss Management, Return on Investment (ROI), Revenue Growth, Revenue Planning, Sales, Sales Cycle, Sales Management, Sales Pipeline, Sales Prospecting, Sales Qualification, Sales Strategy, Small Business, Software Sales, Startup, Strategic Planning, Team Lead/Manager, Technical Support, Trend Analysis, Value Selling
LOCATION
San Francisco, CA
POSTED
9 days ago
Applicants in San Francisco: Qualified applications with arrest or conviction records will be considered for employment in accordance with the San Francisco Fair Chance Ordinance for Employers and the California Fair Chance Act.Note: By applying to this position you will have an opportunity to share your preferred working location from the following: San Francisco, CA, USA; Sunnyvale, CA, 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 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 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 agreement structuring, negotiating commercial agreements, and supporting multi-year engagements.
  • Experience leading cross-functional teams and partners in project implementation and negotiation.
  • Experience in business and financial acumen, including P&L management and accurate forecasting.
  • Experience acquiring new logos at scale and securing foundational workload(s) to accelerate consumption revenue, with excitement for building Greenfield territories;

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 revenue. You will drive long-term revenue growth by gaining a deep understanding of new customers' critical issues and aligning them with Google Cloud's portfolio of solutions. You will lead the end-to-end sales process, from initiating customer conversations to orchestrating internal and external teams to deliver revenue commitments and increased consumption. You will be a strategic 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, while also offering advanced technologies that drive differentiation, customer acquisition, and revenue acceleration.Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s 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.
The US base salary range for this full-time position is $118,000-$172,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.
Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google.

Responsibilities

  • Develop and implement sales strategies to surpass revenue targets and build trusted, consultative relationships with customers, 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.
  • Negotiate complex, multi-year contracts 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 yourself as a trusted advisor on their long-term technology and business decisions.
Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Google's EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know by completing our Accommodations for Applicants form.

About the Company

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Google