Enterprise Account Executive, UKI, Startup And Scaleups

OverviewThe 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 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 growth by gaining a deep understanding of our customers critical challenges and aligning them with Google Cloud\’s portfolio of solutions. You will lead the sales process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You will advocate the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile.

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 revenue 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 deployment plans.

Mobilize internal experts (e.g., customer engineering, partner, post-sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.

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 engaging and building relationships with a wide range of internal teams and customer stakeholders.

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 customer business opportunities and challenges.

Experience showcasing current technology trends and Google Cloud differentiators.

Experience expanding existing accounts, securing new customers, and accelerating the consumption business.

Experience with complex agreements structuring, negotiating commercial agreements, and supporting multi-year engagements.

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 also Google\’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know by completing our Accommodations for Applicants form.

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