Field Sales Representative, Startups Activation, Google Cloud

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.

Google Cloud's unique capabilities empower startups to address needs in scaling, growth, and global expansion, while also offering advanced technologies that drive differentiation, customer acquisition, and business growth acceleration. As a Field Sales Representative (FSR) within the Startups organization, you will manage the growth strategy for accounts across the early stage startup ecosystem. You’ll leverage experience engaging with senior executives to build on existing relationships, establish relationships in new areas, and act as a business partner to understand customer's challenges and goals. You will advocate the innovative power of products and solutions to make organizations more productive, collaborative, and mobile.

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 $99,000-$144,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. 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

• Build executive relationships with early stage startup customers to influence their long-term technology and business decisions.
• Become an expert on 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 business cycles, present to executives, and negotiate terms.
• Drive business development, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.
  

Minimum qualifications:

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

Preferred qualifications:

• Experience promoting cloud solutions, infrastructure software, databases, analytic tools, or applications software to startups or digital native organizations, understanding their unique challenges and aligning technology solutions to drive business outcomes.
• Experience with commercial and legal negotiations, working with procurement, legal, and business teams in enterprise organizations.
• Experience cultivating and maintaining relationships to build partnerships and promote cloud solutions, with the ability to influence at the executive level.
• Experience working with customer engineers and customers' technical leads to inventory existing software estate, define migration plans, and build business cases for migrations.