Enterprise Account Executive, Retail, Google Cloud

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 10 years of experience with quota-carrying cloud or software sales, or account management at a B2B software company.
• Experience in selling cloud solutions to retail customers.

Preferred qualifications:

• Experience selling cloud solutions, infrastructure software, databases, analytic tools, or applications software across multiple industries, aligning solutions to drive business outcomes.
• 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.
• Experience supporting enterprise organizations, growing existing customer base and acquiring new logos at scale, to increase spend and accelerate consumption business.

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 an Enterprise Account Executive supporting Accounts, you will be leading the growth strategy for a business group within one of our most customers and partners. You will engage with executives to build on existing relationships and establish relationships in new areas. As a trusted business partner, you will be invested in the customer's industry, their engaged environment, technical challenges, financial models, and broader business goals. You will be part of the account team working at all the assets Google has to support the customers success. 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:

• Build executive relationships with enterprise customers, conducting regular business reviews and aligning peer executives to drive alignment and support account business strategy.
• Be an expert on the 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 enterprise customers.
• Position incremental Google Cloud services, build new customer products on Google Cloud, and incentivize/oversee cloud migrations.
• Support customer sales initiatives, exploring vertical market opportunities, identifying partnership opportunities, and providing delivery services to achieve outcomes.
• Drive business development, own operational excellence at scale, forecast accurately, and achieve goals by leading customers through the entire business cycle.