Field Sales Representative II, Growth, Startups, Google Cloud (English, Lithuanian/Estonian)
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Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 7 years of experience in quota-carrying cloud or software sales, or consultative account management at a B2B software company.
- Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
- Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting).
- Experience managing commercial negotiations and agreements.
- Ability to communicate in English and Lithuanian or Estonian fluently to support clients in the 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 with agreement structuring, commercial agreements, and supporting multi-year engagements.
- Experience leading cross-functional teams and partners in project implementation.
- Experience expanding existing accounts, securing new customers, and accelerating consumption business.
- Experience qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ business opportunities and tests and showcasing current technology trends and Google Cloud differentiators.
- Demonstrated 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 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 business growth by gaining an understanding of our customers' critical tests and aligning them with Google Cloud's portfolio of solutions. You will lead the business process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You'll advocate the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile.
Responsibilities
- Develop and implement business strategies to surpass organizational goals and build trusted, consultative relationships with customers. Leverage emerging technology trends, market analysis, and cloud solution expertise to demonstrate how Google Cloud transforms customer business models.
- Manage and track the end-to-end business pipeline to ensure accurate forecasting and provide clear visibility into expected outcomes. Manage multi-year agreements and formulate persuasive proposals that illustrate a clear return on investment through data-driven business cases.
- Design comprehensive deployment plans that align technical solutions with specific customer growth objectives.
- Mobilize internal experts and external partners strategically to drive solution consumption and deliver a seamless customer experience.
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