Field Sales Representative, Large Enterprise, Google Cloud at Google in Melbourne VIC, Australia

Job description

• 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, you will act as a trusted business partner to the assigned large-scale enterprise accounts to understand company issues and goals. You will drive long-term business growth by gaining an understanding of customers' critical issues and aligning them with Google Cloud's portfolio of solutions.You will advocate the innovative power of our products to make organizations more productive, collaborative, and mobile. You will help spread the magic of Google to organizations around the world.

Responsibilities

• Develop and implement business strategies to surpass business goals and build trusted, consultative relationships with customers, while leveraging 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.
• Lead account strategy in generating and developing business growth opportunities, working collaboratively with Customer Engineers, and Google Partners, creating new opportunities.
• Run and manage complex global account(s) with multiple opportunities across different functions, serve as the primary customer contact for all adoption-related activities.
• Manage complex, multi-year agreements and formulate proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans.

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 with accounts, selling a portfolio of products at C-level.
• Experience in engaging and building relationships with internal teams and customer stakeholders.
• Experience prospecting, or building customer relationships from scratch.
• Experience in managing the full business cycle (e.g., pipeline management, forecasting, reporting) and managing commercial discussions and agreements.
• Experience with consultative selling to executives, asking insightful, visionary questions, presenting future-forward proposals, and building multi-year account strategies and plans.
• Experience selling infrastructure software, databases, analytical tools, applications software, or cloud solutions.
• Experience successfully working on large, complex commercial and legal agreements with procurement, legal, and business teams.
• Experience in qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ business opportunities and issues.
• Experience showcasing current technology trends and Cloud differentiators.
• Experience working with and managing partners in complex implementation projects including global system integrators and packaged software vendors.

Skills

Required

• Quota-carrying cloud or software sales
• Consultative account management

Preferred

• Consultative selling to executives