Field Sales Representative II, Growth, Startups, Google Cloud at Google in Atlanta, GA, USA

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 (FSR) within our Startups organization, you will serve as an advisor across the emerging venture ecosystem. You will oversee expansion initiatives for Digital Native accounts, engaging stakeholders from developers to C-suite founders with value-selling methodology. Your goal is to secure long-term business by gaining a deep understanding of their critical pain points and aligning them with our technology offerings. You will lead commercial development, from initiating initial conversations to orchestrating cross-functional teams to deliver financial commitments and platform adoption. You'll advocate the innovative power of these tools to make organizations more productive, collaborative, and mobile.
• Our unique capabilities empower early-stage enterprises to address pressing needs in scaling and global expansion, while offering advanced architectures that unlock competitive differentiation, user acquisition, and operational momentum.
• 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.Individual pay is determined by factors including job-related skills, experience, and relevant education or training.
• US: $97500 - $141000 (USD) + 150% bonus target + equity + benefits
• Learn more about benefits at Google.

Responsibilities

• 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.

Requirements

• Bachelor's degree or equivalent practical experience.
• 7 years of experience in quota-carrying cloud or software sales, or consultative account management at a business-to-business (B2B) software company.
• Experience building relationships with internal teams and customer stakeholders.
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting).
• Experience managing commercial negotiations and agreements.
• Experience with consultative selling to executives at Startup or Digital Native organizations, asking 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’ business opportunities and issues. Experience 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 commercial agreements, and supporting multi-year engagements.
• Experience leading cross-functional teams and partners in project implementation and negotiation.
• Demonstrated business and financial acumen, including P&L management and accurate forecasting.

Skills

Required

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