Field Sales Representative, Higher Education, Public Sector

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) 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 your customers' critical challenges and aligning them with Google Cloud's portfolio of solutions. You will lead the business process, from initiating customer conversations to orchestrating internal and external teams to deliver revenue 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:

• Partner with Vice Presidents of Research, Principal Investigators (PIs), and data scientists to move massive, complex datasets and computational workloads to Google Cloud.
• Build and nurture deep, trusted partnerships with institutional C-level leaders, including University Chief Information Officers (CIOs), Chief Information Security Officers (CISOs), Provosts, and Chancellors.
• Position Google Cloud training, certifications, and Workspace tools to enhance student career-readiness and modern classroom collaboration.
• Meet or exceed strategic goals related to Google Cloud consumption, annual recurring revenue (ARR), and new account acquisitions.
• Act as the primary conduit for introducing Google’s AI/ML tools (like Vertex AI and Gemini) to academic researchers looking to accelerate discoveries in genomics, climate modeling, physics, and humanities.

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 working with the public sector market, including Higher Education entities in California.
• Experience building relationships with a wide range of internal teams and customer stakeholders.

Preferred qualifications:

• Experience promoting Cloud Solutions, Infrastructure Software, Databases, Investigative Tools, or Applications Software across public sector, aligning solutions to drive business outcomes.
• Experience growing existing customer base and acquiring new clients at scale, to increase spend and accelerate business growth.
• Experience working with, and leading, cross-functional teams and partners in implementations and negotiations.
• 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.