Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 7 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.
- Ability to communicate in English and Mandarin fluently to support client relationship management in this region.
Preferred qualifications:
- Experience working towards sales goals.
- Experience managing partners in implementation projects, including global system integrators and packaged software vendors.
- Experience with commercial and legal agreements within Procurement, Legal, and Business teams.
- Ability to work with sales engineers and customer technical leads to inventory existing software estates, define migration plans, and build business cases for migrations.
- Ability to leverage C-level relationships with multiple executives to optimize software sales.
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 accounts within the startup ecosystem, you will grow Google Cloud by acquiring new logos and securing the foundational workload(s) to accelerate their consumption business. You will lead engagements with cross-industry startup customers and assist them in solving their business challenges with our solutions. You will identify specific business problems, working with stakeholders across accounts, and partnering with extended teams to develop technical solutions to solve them. You will build customer relationships across levels, 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's unique capabilities empower startups to address critical needs in scaling, growth, and global expansion, while also offering advanced technologies that drive differentiation, customer acquisition, and business acceleration.
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
- Build and grow executive relationships with Corporate customers, and contribute existing cross-organization relationships to help grow into new organizations. Influence, direction and serve as a business partner.
- Manage the entire business process, often presenting to C-level executives in corporate and global customers.
- Lead account strategy in generating and developing business growth opportunities, working collaboratively with Customer Engineers, and Google Partners to maximize growth in the area and create opportunities with enterprise customers.
- Understand each customer’s technology footprint, growth plans, business drivers, technology strategy, and external landscape.
- Drive business development, forecast and achieve goals by leading customers through the entire business process.
