Field Sales Representative, Startups, Google Cloud, DACH (English)

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XNote: By applying to this position you will have an opportunity to share your preferred working location from the following:

Berlin, Germany; Frankfurt am Main, Germany; Hamburg, Germany; Munich, Germany .

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 business-to-business (B2B) software company.
• Experience building relationships with a wide range of internal teams and customer stakeholders.
• Experience prospecting, or building customer relationships from scratch.
• Experience managing the full sales cycle (e. g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
• Ability to communicate in 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 issues.
• Experience with complex agreements structuring, negotiating commercial agreements, and supporting multi-year engagements.
• Experience leading cross-functional teams and partners in project implementation and negotiation.
• Experience acquiring new logos at scale and securing foundational workload(s) to accelerate consumption business.
• Demonstrated business and financial acumen, including P&L 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 manage the growth strategy for accounts across the startup ecosystem.

You’ll leverage experience engaging with executives to build on existing relationships, establish relationships in new areas, and act as a business partner to understand our customer's issues and goals.

You will advocate the power of our products and solutions to make organizations more productive, collaborative, and mobile.

Google Cloud's unique 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.

Individual pay is determined by factors including job-related skills, experience, and relevant education or training.

Germany: €100000 - €102000 (EUR) + 150% bonus target + equity + benefits

Learn more about benefits at Google .

Responsibilities

• Develop and implement sales strategies to surpass business 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 sales pipeline, from lead to close, 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.
• Lead prospecting and acquisition of net new logos, creating and building customer relationships from scratch, and establishing yourself as a trusted advisor on their long-term technology and business decisions.