Description

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 (e.g., government, state, municipalities, or education) entities across the Mountain West region.
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
• Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.

Preferred qualifications:

• Experience with consultative selling to the public sector, asking questions, presenting proposals, and building multi-year account strategies.
• Experience qualifying leads and presenting the value proposition against customers' business opportunities, and showcasing current technology trends and Google Cloud differentiators.
• Experience expanding existing accounts, securing new customers, and accelerating the consumption business.
• Experience working with, and leading, cross-functional teams and partners to promote and win together.
• Experience with complex agreement structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
• Experience leading cross-functional teams and partners in project implementation and negotiation.

About the job
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 the Public Sector, you will serve as a strategic partner to public sector accounts related to different public entities across the Mountain West region. 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 end-to-end business process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption.

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.

The US base salary range for this full-time position is $118,000-$176,000 bonus equity benefits. Our salary ranges are determined by role, level, and location. 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.

Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google.

Responsibilities

• Build and deepen executive relationships with enterprise customers to influence their long-term technology and business decisions. Add value as a trusted advisor.
• Become an expert on the customers' business, including their SaaS product portfolio, technology strategy, strategic growth plans, business drivers, financial structure, customer base, vertical market offering and competitive landscape.
• Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google Partners, to maximize business impact within Public Sector customers.
• Manage complex business cycles, presenting to C-level executives and negotiating terms.
• Drive business development, own operational excellence at scale, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.

${qualifications}${responsibilities}
Requisition #: 81968406584009414

pca3lyuhf