Field Sales Representative I, Early Stage 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.

Google Cloud's unique capabilities empower startups to address critical needs in global expansion, while offering advanced technologies that drive differentiation, customer acquisition, and acceleration. As a Field Sales Representative (FSR) within our Startups team, you will establish connections in new areas to understand customer issues and goals. You will advocate the innovative power of our solutions to make organizations more productive, collaborative, and mobile.

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: $80500 - $116000 (USD) + 66.67% bonus target + equity + benefits

Learn more about benefits at Google.

Responsibilities:

• Build and deepen executive relationships with early stage startup customers to influence their long-term technology and business decisions, and add value as a trusted advisor.
• Manage business, including their SaaS product portfolio, technology strategy, 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.
  
• Manage complex sales cycles, presenting to C-level executives and negotiating terms.
• Drive business development, forecast accurately, and achieve goals by guiding customers through the entire business cycle.

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 4 years of experience in quota-carrying cloud or software sales, or account management at a business-to-business (B2B) software company.

Preferred qualifications:

• Experience growing existing customer base and acquiring new logos at scale, to increase spend and accelerate consumption business.
• Experience working with, and leading, cross-functional internal teams (e.g., Business Development, Customer Engineers, Partner Sales) and external partners in complex implementation projects and negotiations.
• Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software to Startups or Digital Native organizations, understanding their unique issues and aligning technology solutions to drive high value business outcomes.
• Experience cultivating and maintaining C-level relationships to build strong partnerships and promote cloud solutions, with the ability to influence at the executive level.