As an Field Sales Representative (FSR) for the SLED and Higher Education territory, you will serve as the primary relationship owner and strategic business generator for our top 250 accounts, executing high-touch engagement strategies that bridge the gap between individual lines of business and central IT to secure broad, enterprise-wide standardization agreements. You will actively drive our sales pipeline acceleration mandate by identifying and qualifying high-value opportunities for Gemini Enterprise, Security Operations (SecOps), and core Infrastructure Modernization. Additionally, you will deliver mission-critical value through verticalized solutions, including repeatable AI prototypes for key state agencies (HHS, Labor, Transportation) and GPAR frameworks for Higher Education research institutions, while advocating high-scale Paid Proof of Value (POV) campaigns and maintaining Vector CRM operational discipline to maximize win probability.
Google Public Sector brings the magic of Google to the mission of government and education with solutions purpose-built for enterprises. We focus on helping United States public sector institutions accelerate their digital transformations, and we continue to make significant investments and grow our team to meet the complex needs of local, state and federal government and educational institutions.
Individual pay is determined by factors including job-related skills, experience, and relevant education or training.
US: $118000 - $171000 (USD) + 150% bonus target + equity + benefits
Learn more about
benefits at Google.
Responsibilities
- Develop and implement sales strategies to surpass revenue goals and build trusted, consultative relationships with customers.
Leverage emerging technology trends, market analysis, and knowledge of cloud solutions to showcase how Google Cloud can transform customers' business.
Manage and track the sales pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes.
Manage complex, multi-year agreements and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans.
- Mobilize internal experts (Customer Engineering, Partner, Post-Sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 10 years of experience in quota-carrying cloud or software sales, or consultative account management at a B2B software company.
- Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
- Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software across public sector, aligning solutions to drive business outcomes.
- Experience working with the public sector market (e.g., government/state/municipalities/education entities) across the Arizona region.
Preferred qualifications:
- Experience with consultative selling to the public sector, asking questions, presenting proposals, and building multi-year account strategies.
- Experience expanding existing accounts, securing new customers, and accelerating consumption revenue. Experience working with, and leading, cross-functional teams and partners to co-sell and win together.
- Experience with complex agreements structuring, negotiating commercial agreements, and supporting multi-year engagements.
- Experience with Customer Engineers and customers' technical leads to inventory software estate, define migration plans, and build migration business cases.
- Experience leading cross-functional teams and partners in project implementation and negotiation.
- Demonstrated business and financial acumen, including Profit and Loss management and accurate forecasting.
Remote location: Arizona, USA.