Corporate Field Sales Representative, Digital Native Acquisition

Company: Google
Location: Cambridge
Posted on: March 17, 2023

Job Description:

Corporate Field Sales Representative, Digital Native Acquisition

• Bachelor's degree or equivalent practical experience.
  
• 7 years of experience in cloud or software sales and strategic account management at a B2B software company.
  Preferred qualifications:
  • 7 years of experience promoting Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software.
    
  • Experience promoting to Digital Natives and Startups.
    
  • Experience leading cross-functional teams including inside sales representatives, sales engineers, partner sales managers, and external partners.
    
  • Demonstrated success and experience acquiring new logos at scale.
    
  • Demonstrated success with commercial and legal negotiations working with procurement, legal, and business teams in enterprises.
    
  • Ability to work with sales engineers and customers' technical leads to inventory existing software estate, define migration plans, and build business cases for migrations.
    About the jobAs a member of the Google Cloud team, you inspire leading companies, schools, and government agencies to work smarter with Google tools like Google Workspace, Search, and Chrome. You advocate the innovative power of our products to make organizations more productive, collaborative, and mobile. Your guiding light is doing what's right for the customer, you will meet customers exactly where they are at and provide them the best solutions for innovation. Using your passion for Google products, you help spread the magic of Google to organizations around the world.As a Corporate Field Sales Representative (FSR) focused on Digital Native Acquisition, your primary responsibility is to acquire new logos while accelerating the consumption of leading startups and digital brands. You will lead the engagement with a diverse group of Digital Native Startups at various stages of their funding (from top venture capital firms), and assist them in solving their business challenges with our solutions. This will include solving technical solution challenges and assisting in Go-to-Market opportunities between the customer and Google. You will be responsible for building meaningful relationships across various levels within the customer, including Founders, Executives, and Developers. Additionally, you will lead a cross-functional team and leverage the right resources, including sales engineering, business development representatives, cross functional promoters and partners to maximize outcomes.
    Google Cloud accelerates organizations' ability to digitally transform their business with the best infrastructure, platform, industry solutions and expertise. We deliver enterprise-grade solutions that leverage Google's cutting-edge technology - all on the cleanest cloud in the industry. 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.Additional Information:The US base salary range for this full-time position is $88,000-$137,000 + 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.
    Responsibilities
    • Acquire new logos at scale and grow cloud consumption revenue at scale.
      
    • Lead territory account planning process that aligns partner and Google resources to maximize opportunities.
    • Drive consistent outcomes by managing the business cycle (including prospecting, qualifying, forecasting, and closing new agreements).
      
    • Build and strengthen executive relationships with customers and partners, and bring your mature cross-organization relationships to help us grow into new organizations.
      
    • Drive a promote with growth strategy with partner ecosystem and scale with partners that deliver innovative solutions, thereby driving new value in market.
      Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Google's EEO Policy and EEO is the Law. If you have a need that requires accommodation, please let us know by completing our Accommodations for Applicants form .To all recruitment agencies: Google does not accept agency resumes. Please do not forward resumes to our jobs alias, Google employees or any other organization location. Google is not responsible for any fees related to unsolicited resumes.At Google, we're committed to building a workforce that is more representative of the users we serve and creating a culture where everyone feels like they belong. To learn more about our diversity, equity, inclusion commitments and how we're building belonging, please visit our Belonging page for more information.We welcome and encourage people who are expecting and/or parents-to-be to apply to this or any other role at Google.Google is a global company and, in order to facilitate efficient collaboration and communication globally, English proficiency is a requirement for all roles.

Keywords: Google, Cambridge , Corporate Field Sales Representative, Digital Native Acquisition, Sales , Cambridge, Massachusetts