Field Sales Representative, Enterprise Greenfield, Healthcare, Google Cloud - Google
New York, NY
About the Job
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 10 years of experience with quota-carrying cloud or software sales, or account management at a B2B software company.
- Experience prospecting, or building customer relationships from scratch.
- Experience in, or supporting, the Healthcare and Life Sciences industry.
Preferred qualifications:
- Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software across multiple industries, aligning technology solutions to drive high value business outcomes.
- Experience leading, cross-functional internal teams (e.g., Business Development, Customer Engineers, Partner Sales) and external partners in complex implementation projects and negotiations.
- Experience with commercial and legal negotiations, working with Procurement, Legal, and Business teams in enterprise organizations.
- Experience acquiring new logos at scale and securing the foundational workload(s) to accelerate consumption business.
- Experience cultivating and maintaining C-level relationships to build strong partnerships and sell cloud solutions.
- Ability to build Greenfield territories in Enterprise accounts.
About the job
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.
As a Field Sales Representative (FSR) focused on new customer acquisition for enterprise accounts, your primary responsibility is to grow Google Cloud’s market share by acquiring new logos and securing the foundational workload(s) to accelerate their consumption revenue. You will lead the engagement with a diverse group of cross-industry enterprise customers and assist them in solving their business challenges with our solutions. Your success will rely upon your ability to 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 customer, from developers to C-suite executives. Additionally, you will 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 yourself as a trusted advisor on their long-term technology and business decisions.
- Become an expert on the 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 enterprise customers.
- Manage complex business cycles, presenting to C-level executives and negotiating terms.
- Drive business development, own operational excellence at scale, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.
