B
uild relationships with enterprise customers, influence direction, and serve as a business partner.
L
ead account strategy in generating and developing business growth opportunities, work with customer engineers and Google partners to optimize business results in territory and open up opportunities with existing and prospective customers.
U
nderstand the technology footprint, growth plans, business drivers, and technology strategy of assigned accounts.
M
anage multiple opportunities through the business cycle, work with cross-functional teams and serve as the primary customer contact for all business/adoption-related activities, including the development of agreements.
D
rive business development, forecast and achieve goals by leading customers through the business cycle.
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 in the startup and managing commercial and legal negotiations, working with procurement, legal, and business teams.
Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting).
Preferred qualifications:
Experience with consultative selling to executives at startup or digital native organizations, asking questions, presenting future-forward proposals, and building multi-year account strategies and plans.
Experience qualifying leads and presenting the value proposition of cloud, data, AI technologies against customer business opportunities and issue, showcasing current technology trends and Google Cloud differentiators.
Experience expanding existing accounts, securing new customers, and accelerating consumption revenue.
Experience with agreement structuring, negotiating commercial agreements, and supporting multi-year engagements.
Experience leading cross-functional teams and partners in project implementation and negotiation.
Excellent business and financial acumen skills, including profit and loss management and accurate forecasting.
