Field Sales Representative, Startups, Google Cloud (English, Mandarin)
Job Description
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 in engaging and building relationships with a wide range of internal teams and customer stakeholders.
- Experience in managing the full business cycle (e.g., pipeline management, forecasting, reporting).
- Experience in supporting digital-native clients and startup ecosystems, and in managing commercial negotiations and agreements.
- Ability to communicate in Mandarin and English fluently to support client relationship management in this region.
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, and AI technologies against customers’ business opportunities, and showcasing current technology trends and Google Cloud differentiators.
- Experience leading cross-functional teams and partners in project implementation and negotiation.
- Experience expanding existing accounts, securing new customers, and accelerating consumption business.
- Experience with complex agreements structuring, negotiating commercial agreements, and supporting multi-year engagements.
- Excellent business and financial acumen, including profit and loss management and accurate forecasting.
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) within our Startups organization, you will serve as a strategic partner to Google Cloud customers across the startup ecosystem. You will manage the growth strategy for Startup and Digital Native accounts, engaging customers, from developers to C-suite founders, with consultative value selling methodology. Your goal is to drive long-term business generation growth by gaining a deep understanding of customers' critical challenges and aligning them with Google Cloud's portfolio of solutions. You will lead the end-to-end sales process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You'll advocate for the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile.
Google Cloud's capabilities empower Startups and Digital Natives 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
- Develop and implement sales strategies to surpass business generation goals and build trusted, consultative relationships with customers. Leverage emerging technology trends, market analysis, and knowledge of cloud solutions to showcase how Google Cloud can transform customers' business.
- Manage and track the business pipeline, from start to end, ensuring health and accurate forecasting for clear visibility into expected outcomes.
- Manage complex, multi-year agreements and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans.
- Mobilize internal experts (Customer Engineering, Partner, Post-Sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.
About us
Google’s mission is to organize the world‘s information and make it universally accessible and useful.
Since our founding in 1998, Google has grown by leaps and bounds. From offering search in a single language we now offer dozens of products and services—including various forms of advertising and web applications for all kinds of tasks—in scores of languages. And starting from two computer science students in a university dorm room, we now have thousands of employees and offices around the world. A lot has changed since the first Google search engine appeared. But some things haven’t changed: our dedication to our users and our belief in the possibilities of the Internet itself.