Field Sales Representative, Greenfield, Startups, Google Cloud

**Minimum qualifications**:

- Bachelor's degree or equivalent practical experience.
- 4 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.

**Preferred qualifications**:

- Experience selling Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software to Startups, aligning solutions to drive business outcomes.
- Experience acquiring new logos at scale and securing foundational workloads to accelerate the consumption business.
- 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 cultivating C-level relationships and influencing executives.

About the job
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 workloads 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 meaningful 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 promoters, 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 customers' business, including their SaaS product portfolio, technology strategy, strategic growth plans, business drivers, financial structure, customer base, vertical market offering and engaged landscape.
- Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google Partners, to maximize business impact within startup 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.

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 alsoGoogle's EEO Policy andEEO is the Law. If you have a disability or special need that requires accommodation, please let us know by completing ourAccommodations for Applicants form.