Field Sales Representative III, Public Sector, Illinois, Google Public Sector

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

• Cultivate and deepen executive relationships with enterprise customers, bringing your mature Cxo relationships to Google.
• Influence long-term direction, and serve as a business partner.
• Negotiate and manage entire sales-cycles, presenting frequently to C-level executives in corporate and global customers.
• Lead account strategy to generate and develop business growth opportunities, collaborating with customer engineers, and Google partners to maximize business results in territory and open up opportunities with enterprise customers.
• Understand each customer's technology footprint, growth plans and business drivers, technology strategy and landscape.

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 working with the public sector market (e.g., government, state, municipalities, or education entities).
• Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
• Experience cultivating C-level relationships and influencing executives.

Preferred qualifications:

• Experience selling cloud Solutions, infrastructure software, databases, analytic tools, or applications software, aligning solutions to drive business outcomes.
• Experience supporting enterprise organizations, growing existing customer bases and acquiring new logos at scale, to increase spend and accelerate consumption business.
• 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.