Field Sales Representative III, Enterprise Growth, Google Cloud

US•Clarksville

Hybrid

Senior

Full Time

3 days ago

💰$118,000 - $172,000

cloudenterprisesalesB2Bconsultative selling

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 B2B software company.
•Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
•Experience managing the full business cycle (e.g., pipeline management, forecasting, reporting).
•Experience managing commercial negotiations and agreements.

•Develop and implement sales strategies to surpass business goals and build trusted, consultative relationships with customers.
•Manage and track the sales pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes.
•Manage complex, multi-year agreements 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.
•Leverage emerging technology trends, market analysis, and knowledge of cloud solutions to showcase how Google Cloud can transform customers' business.
•Serve as a strategic partner to Google Cloud customers in your territory.
•Manage the growth strategy for enterprise accounts, engaging customers with consultative value selling methodology.
•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 business process, from initiating customer conversations to orchestrating internal and external teams to deliver revenue commitments and increased consumption.
•Advocate the innovative power of 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 qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ strategic business opportunities and challenges; showcasing current technology trends and Google Cloud differentiators.
•Experience expanding existing accounts, securing new customers, and accelerating consumption business.
•Experience with complex agreements structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
•Experience with business and financial acumen (e.g., profit and loss management, accurate forecasting).
•Experience leading cross-functional teams and partners in project implementation and negotiation.