Field Sales Representative III, Greenfield, Startups, Google Cloud

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 workloads to accelerate their consumption revenue. You will drive long-term revenue growth by gaining a deep understanding of new customers' critical challenges and aligning them with Google Cloud's portfolio of solutions. You will lead the 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 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: $118000 - $171000 (USD) + 150% bonus target + equity + benefits

Learn more about benefits at Google (https://www.google.com/about/careers/applications/benefits/).

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.

- 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.