Field Sales Representative, Health and Human Services, Google Public Sector

As a Field Sales Representative (FSR) for Public Sector, you will serve as a strategic partner to Public Sector accounts related to different public entities. You will manage account growth strategies, engaging customers with consultative value selling methodology. You will drive long-term business growth by gaining a deep understanding of our customers' critical challenges 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 business commitments and increased consumption. You will advocate the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile.

Google Public Sector brings the magic of Google to the mission of government and education with solutions purpose-built for enterprises. We focus on helping United States public sector institutions accelerate their digital transformations, and we continue to make significant investments and grow our team to meet the complex needs of local, state and federal government and educational institutions.

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.

Responsibilities:

• Define and execute territory and account strategies across State of California Health and Human Services Agency (CalHHS) departments and affiliated entities.
• Establish trusted advisor relationships with cabinet-level leaders, Agency CIOs, CDOs, procurement officers, and operational program directors.
• Align Google Cloud capabilities (GenAI, Vertex AI, data platforms/BigQuery, infrastructure modernization, security) to state health priorities, public benefit delivery, and compliance frameworks (HIPAA, FedRAMP, MARS-E, State of California SAM/SIMM).
• Partner closely with Customer Success Managers (CSMs), Cloud Architects, and Partner Delivery teams post-signature to ensure rapid onboarding, project milestone achievement, and steady month-over-month consumption ramp.
• Navigate California state procurement mechanisms, Master Service Agreements (MSAs), Software Licensing Program (SLP), Leveraged Procurement Agreements (LPAs), and RFP processes.

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 10 years of experience with quota-carrying enterprise technology/cloud sales selling into State and Local Government (SLED), with experience specifically navigating State of California departments and agencies.
• Experience with government contracting, procurement rules, and competitive bidding processes in California.
• Experience managing a portfolio based on revenue, annual contract value (ACV), and consumption/burndown metrics.

Preferred qualifications:

• Experience leading consumption-oriented GTM motions—demonstrated ability to track post-sales consumption, manage pipeline from booking through deployment, and expand footprint based on production workload usage.
• Experience engaging with CalHHS, Department of Health Care Services (DHCS), Department of Social Services (CDSS), Department of Public Health (CDPH), or related state health entities.
• Familiarity with how AI/ML, data analytics, and modern cloud infrastructure address modern public sector challenges (fraud/waste detection, case management modernization, interoperability, constituent self-service).
• Track record of orchestrating cross-functional teams (solutions engineering, customer engineering, legal, regulatory compliance, partners, executive leadership).