Field Sales Representative II, Greenfield, Startups, Google Cloud

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 7 years of experience with quota-carrying cloud or software sales, or account management at a Business-to-Business (B2B) software company.
• Experience prospecting, or building customer relationships from scratch.

Preferred qualifications:

• Experience selling cloud solutions, infrastructure software, databases, investigative tools, or applications software to startups or digital native organizations, aligning solutions to drive business outcomes.
• Experience acquiring new logos at scale and securing foundational workloads to accelerate consumption revenue.
• Experience working with, and leading, cross-functional teams and partners in implementations and negotiations.
• Experience with commercial and legal negotiations, working with Procurement, Legal, and Business teams.
• 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.

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 consumption business. You will lead engagements with cross-industry startup customers and assist them in solving business challenges with our solutions. You will identify business problems, working with stakeholders across accounts, and partnering with extended teams to develop technical solutions to solve them. You will build customer relationships across levels, from developers to C-suite executives. Also, you will lead a cross-functional team and leverage the right resources, including Customer Engineering, Business Development teams, cross-functional sellers, and partners to maximize outcomes.

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.

The US base salary range for this full-time position is $91,000-$136,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target salaries for the position across all US locations. 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.

• Lead prospecting and acquisition of net new logos, creating and building customer relationships from scratch, and establishing as a trusted advisor on the long-term technology and business decisions.
• Become an expert on customers' business, including Software as a Service (SaaS) product portfolio, technology strategy, growth plans, business drivers, financial structure, customer base, vertical market offering and engaging 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 business cycles, presenting to C-level executives and negotiating terms.
• Drive business development, own operational excellence at scale, forecast accurately, and achieve goals by leading customers through the entire business cycle.