Job Type
Job Details
- Bachelor's degree or equivalent practical experience
- 7 years of experience in PaaS/IaaS cloud or software sales at a Business-to-Business software company
- Experience leading sales strategy with cross-functional teams including inside sales representatives, sales engineers, partner sales managers, and external partners
Preferred qualifications:
- 6 years of experience selling software, databases, and middleware with a demonstrated track record in exceeding sales goals
- Demonstrated success and experience acquiring new logos at scale, with a focus on Digital Native and Startup customers
- Ability to work with sales engineers to inventory existing software estate, define migration plans, and build migration business cases
- Excellent at leveraging C-level relationships to sell software against competitors
- Demonstrated success with complex commercial and legal agreements working with procurement, legal, and business teams
- Track record in working with and managing partners in implementation projects including system integrators and packaged software vendors
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 engineered 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 an Acquisition Field Sales Representative (FSR) for Startups, your primary responsibility is to accelerate Google Cloud adoption with competitively held, late-stage, mature startups (funded by venture capital firms). You will be responsible for building meaningful relationships across various levels within the customer, including founders, executives, and developers. In this role, you will work with Customer Engineering, Specialist Solutions, Marketing, Partner, Product, and Engineering teams to produce a focused value proposition and sales Go-To-Market that results in the acquisition of well-known brands in the Startup community. Additionally, this role provides the opportunity to build this Go-To-Market motion for the Startup segment, designing and implementing the strategic approach to drive robust partnerships and cross-product area opportunities between Google Cloud and these strategic Startups.
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.
The US base salary range for this full-time position is $91,000-$136,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. 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.
- Manage a book of greenfield, mature (late stage) startups.
- Lead account planning and execution process that aligns partner and Google resources to maximize business growth, customer satisfaction, and market share.
- Drive consistent business growth by managing the complete business cycle (including prospecting, qualifying, forecasting, establishing new agreements, and managing a book of business).
- Work in parallel across multiple customer stakeholders, from the executive level to development teams, in order to influence long-term strategic direction, and serve as a business partner.
- Engage successfully with cross-functional stakeholders including customer engineering, marketing, solution specialists, and ecosystem partners to develop and execute strategic business pursuits.
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