Field Sales Representative III, Strategic Accounts, Google Cloud

US•Clarksville

Hybrid

Senior

Full Time

3 days ago

💰$118,000 - $172,000

cloudB2Bstrategic accountsconsultative sellingenterprise sales

Requirements

•Bachelor's degree or equivalent practical experience.
•10 years of experience in quota-carrying cloud or software sales, or consultative account management at a Business-to-Business (B2B) software company.
•Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
•Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting).
•Experience managing commercial negotiations and agreements.

•Develop and implement sales strategies to surpass business targets and build trusted, consultative relationships with customers.
•Leverage emerging technology trends, market analysis, and knowledge of cloud solutions to showcase how Google Cloud can transform customers' business.
•Manage and track the sales pipeline, from lead to close, ensure health and accurate forecasting for clear visibility into expected outcomes.
•Manage complex, multi-year contracts and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans.
•Mobilize internal experts (Customer Engineering, Partner, Post-Sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.
•Lead the growth strategy for the most strategic customers and partners.
•Engage customers with consultative value selling methodology to transform their business.
•Harness all of Google's assets to support the customers' success within a large account team.
•Drive long-term business growth by gaining a deep understanding of customers' critical challenges and aligning them with Google Cloud's portfolio of solutions.
•Lead the end-to-end sales process, from initiating customer conversations to orchestrating teams to deliver business commitments and increased consumption.
•Advocate the innovative power of the products and solutions to make organizations more productive, collaborative, and mobile.

•Experience with consultative selling to executives, asking insightful, visionary questions, presenting future-forward proposals, and building multi-year account strategies and plans.
•Experience leading cross-functional teams and partners in project implementation and negotiation.
•Experience qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ strategic business opportunities and challenges, and showcasing current technology trends and Google Cloud differentiators.
•Experience supporting large enterprise organizations, expanding existing accounts, securing new customers, and accelerating business consumption.
•Experience with complex agreements structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
•Understanding of business and finance.