Field Sales Representative, Web3, Google Cloud

At Google, we have a vision of empowerment and equitable opportunity for all Aboriginal and Torres Strait Islander peoples and commit to building reconciliation through Google’s technology, platforms and people and we welcome Indigenous applicants. Please see our Reconciliation Action Plan for more information.

Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Sydney NSW, Australia; Melbourne VIC, Australia; Perth WA, Australia.Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 10 years of experience with quota-carrying cloud or software business, or account management at a Business-to-Business (B2B) software company.
• Experience in prospecting, or building customer relationships from scratch.
  
  

Preferred qualifications:

• Experience in promoting cloud solutions, infrastructure software, databases, investigative tools, or application software to startups or digital native organizations, aligning solutions to drive business outcomes.
• 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.
• Experience acquiring new logos at scale and securing foundational workload to accelerate consumption business.
• Experience with building greenfield territories.
  
  

About the jobThe 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.

In this role, you will grow Google Cloud’s market share by acquiring new logos and securing the foundational workload to accelerate their consumption business. You will lead the engagement with various groups of cross-industry enterprise customers and assist them in solving their business issues with our solutions. You will identify specific business problems working with stakeholders across your accounts, and partnering with your extended team to develop technical solutions to solve them. You will be responsible for building meaningful relationships across various levels within the customers, from developers to C-suite executives. You will also lead a cross-functional team and leverage the right resources, including customer engineering, business development, cross-functional sellers, and partners to maximize outcomes.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.

Responsibilities

• Lead prospecting and acquisition of new logos, creating and building customer relationships from scratch, and establishing as a trusted advisor on their long-term technology and business decisions.
• Be an expert on the customers' business, including their Software as a Service (SaaS) product portfolio, technology strategy, growth plans, business drivers, financial structure, customer base, vertical market offering and engaging landscape.
• Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google partners, to maximize business impact within enterprise customers.
• Manage business cycles, presenting to C-level executives and negotiating terms.
• Drive business development, own operational excellence at scale, forecast accurately, and achieve goals by leading customers through the entire business cycle.
  
  
  

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 disability or special need that requires accommodation, please let us know by completing our Accommodations for Applicants form .