Field Sales Representative - Growth Startups - Google Cloud

Field Sales Representative – Growth Startups – Google Cloud

Bachelor’s degree or equivalent practical experience.
4 years of experience with quota-carrying cloud or software sales, or account management at a B2B software company.

Build and deepen executive relationships with mid-market enterprise customers and the partner ecosystem to influence their short-term and long-term technology and business decisions. Add value as a trusted advisor.
Become an expert on our 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 startup customers.
Manage complex business cycles, presenting to C-level executives and discussing terms.
Drive business development, own operational excellence at scale, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.

Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software to Startups or Digital Native organizations, aligning solutions to drive business outcomes.
Experience growing existing customer base and acquiring new logos at scale, to increase spend and accelerate consumption revenue.
Experience working with, and leading, cross-functional teams and partners in implementations and negotiations.
Experience with commercial and legal negotiations, working with Procurement, Legal, and Business teams.
Experience working with Customer Engineers and customers’ technical leads to inventory software estate, define migration plans, and build migration business cases.
Experience cultivating C-level relationships and influencing executives.