Google Presales Specialist

Job Summary

We are looking for a Google Presales Specialist who sits at the intersection of commercial acumen and Google licensing expertise. In this role, you will partner with SoftwareOne's North America (NORAM) field Account Managers (AM) to prospect, qualify, and advance Google Workspace, Google Cloud infrastructure, and Gemini for Enterprise opportunities — across new logo, expansion, and renewal motions.

You are not a solutions architect. Your technical center of gravity is Google licensing, consumption modeling, and commercial packaging — deep enough to own the commercial shape of the deal, recognize the right SKU mix, and guide customers through right-sizing and renewal conversations. When an opportunity requires architecture, migration, or integration work, you hand off cleanly to SoftwareOne's Google Solutions Engineers and Cloud Architects.

You are commercially accountable. You carry a direct revenue quota aligned to the field AM's Google quota on supported deals — measured on closed revenue, not sourced pipeline. You typically partner with an AM on active opportunities, but you are equipped to own the full sales motion on licensing-led deals and renewals where AM engagement is limited.

SoftwareOne is an AI‑forward company. We actively use AI across our business to improve productivity, decision‑making, and outcomes - and we are intentional about hiring people who are curious, hands-on, actively apply AI, and lead by example as technology continues to evolve. 

Location preference: This role has a strong preference for candidates based in or near Nashville, TN (BNA). Candidates based in Milwaukee, WI (MKE) or Raleigh-Durham, NC (RDU) will also be prioritized. Remote is possible for the right candidate.

Role & Responsibilities

• Demonstrated experience using AI in a practical, applied way — such as improving workflows, automating tasks, enabling better decision‑making, or increasing impact in prior roles. This does not require deep technical or engineering expertise in AI; we value applied use, experimenting, and a mindset of curiosity and continuous learning.

Opportunity Development & Deal Execution

• Partner with NORAM field AMs to identify, qualify, and advance Google Cloud Platform, Google Workspace, and Gemini for Enterprise opportunities — both new logo and expansion.
• Prospect within named accounts and white space through outbound outreach, partner referrals, Google co-sell motions, and marketing-generated leads.
• Lead discovery meetings to uncover business objectives, cloud maturity, licensing posture, competitive landscape, and buying process.
• Shape opportunities through solution positioning, licensing guidance, and commercial qualification — enabling AMs to drive deals to close.
• Register qualifying Google deals and maintain deal registration hygiene across the opportunity lifecycle.
• Contribute to account plans, mutual success plans, and champion-building strategies for active opportunities.
• Carry a direct revenue quota aligned to field AM Google attainment on supported deals — measured on closed revenue, not sourced pipeline. Ability to advance and close deals independently when an AM is not engaged is a plus, not an expectation.
• Own the full sales motion on in-scope opportunities where AM engagement is limited — including renewals, true-ups, and license-expansion motions where licensing and consumption expertise is the primary value.
• Maintain accurate activity tracking, deal notes, and forecast inputs in CRM.

Sales Partnership & Technical Handoff

• Act as the Google commercial and licensing partner to field AMs across the NORAM sales motion — from prospecting through technical validation and renewal.
• Own licensing modeling, SKU structure, and consumption/cost positioning on Google opportunities — including quote construction, package comparison, TCO conversations, and renewal right-sizing.
• Recognize when an opportunity requires deeper technical design, architecture, or migration planning — and hand off cleanly to SoftwareOne's Google Solutions Engineers and Cloud Architects.
• Coordinate internal resources — solutions architects, delivery leads, and alliance partner managers — to build and present winning proposals.
• Support commercial conversations with licensing and packaging expertise; hand off closing leadership to the account owner when an AM is engaged.

Google Technical & Licensing Credibility

• Deep fluency in Google licensing models, SKU structures, and commercial packaging — Workspace editions, Google Cloud pricing constructs, committed use discounts, and Gemini for Enterprise licensing. This is the technical center of gravity for the role.
• Lead conversations on Google Workspace administration and security fundamentals — user and group management, SSO, access controls, data loss prevention, Vault/eDiscovery, and endpoint management.
• Position and explain Google Workspace value drivers (secure collaboration, identity, information governance, productivity) and translate them into adoption outcomes.
• Discuss Gemini for Google Workspace and Gemini for Enterprise use cases — prompting best practices, enterprise data protections, and common applications across Docs, Sheets, Gmail, Meet, and security workflows.
• Navigate enterprise GenAI evaluation requirements (privacy, security, compliance, responsible AI) and support customers through pilot design, enablement, and adoption measurement.
• Recognize the technical depth boundary of the role — opportunities requiring architecture design, migration planning, or complex integration work are escalated to SoftwareOne's Google Solutions Engineering and Cloud Architecture teams.

Google Partner Ecosystem

• Build and maintain strong working relationships with Google Cloud account teams, partner development managers, and specialist sales reps in NORAM.
• Participate in Google co-sell motions, deal registrations, and partner incentive programs — ensuring SoftwareOne deals are properly registered and tracked.
• Coordinate closely with SoftwareOne's Google Alliance team on funding programs, MDF, and joint go-to-market motions.
• Represent SoftwareOne at Google Cloud events, partner summits, and industry conferences.
• Stay current on Google programs, partner incentives, certifications, and competitive positioning.

Ability to travel up to 30%