Security Sales Specialist, SLED, Google Public Sector

As a Security Sales Specialist, you will help us grow our cyber security business by building and expanding relationships with new and existing SLED customers in the dedicated region. You will work with customers to deliver business value, demonstrate product functionality, and provide a comprehensive overview of key business use cases. You will lead day-to-day relationships with external customer stakeholders, leading with empathy, while identifying innovative ways to multiply the impact of the team as a whole. You will partner with internal Google Cloud Platform (GCP) Sales teams to grow their security businesses and drive overall value for GCP.

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: $138000 - $200000 (USD) + 100% bonus target + equity + benefits

Learn more about benefits at Google.

Responsibilities

• Construct and execute an effective territory development plan, promote security products to new and existing security customers, meeting or exceeding quarterly goals.
• Develop and drive pipeline, managing cycles, from lead generation to customer onboarding.
• Cultivate and maintain relationships that influence long-term strategic direction, serving as a trusted advisor to the account.
• Collaborate with Marketing, Customer Engineering, Google Cloud Platform (GCP), Customer Success, Channels and Product, and Engineering teams to represent the customer and deliver an excellent prospect and customer experience.
• Lead Google Cloud Security sales across the covered territory, serving as a stakeholder to regional Cloud leads, and reporting current, accurate and timely forecasting, and business performance in Salesforce and other tools.

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in enterprise sales in the Public Sector.
• Experience with state local and higher education software sales.
• Ability to travel up to 50% of the time.

Preferred qualifications:

• Experience carrying and exceeding business goals in a sales role.
• Experience supporting long-term executive relationships, and developing territories/accounts in state local government and education sector in supported territory.
• Experience prioritizing, planning, and organizing solution-based sales activity within complex sales cycles, including qualifying high value accounts and leveraging our partner ecosystem.
• Experience working with internal/external teams, including account teams, technical leads, procurement, and legal, to inventory existing software estate, build business cases for transformation with implementation plans, and close agreements.
• Knowledge of market trends, products, and solutions in Cloud and cybersecurity.

Note: By applying to this position you will have an opportunity to share your preferred working location from the following:

In-office locations: Cambridge, MA, USA.
Remote location(s): Massachusetts, USA; New York, USA.