Field Sales Manager, Startups, Google Cloud
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Minimum qualifications:
- Bachelor's degree and equivalent practical experience.
- 10 years of experience in quota-carrying cloud or software sales for companies.
- Experience with Leadership (e.g., people management, team lead, mentorship, coaching).
- Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
- Experience engaging and building relationships with C-Levels within startups and in managing operational business units.
Preferred qualifications:
- Certification in Cloud or AI.
- Experience with startups or digital natives, aligning technology solutions to their needs while leading teams to expand accounts, secure new business, and accelerate consumption.
- Experience with organizational development and transformation, fostering consultative selling behaviors, aligning with sales leadership initiatives, and supporting teams on multi-year account strategies.
- Experience managing end-to-end business cycles and lead qualification while coaching teams on value proposition delivery and performance management to ensure goal attainment.
- Familiarity with the startup ecosystem in Israel especially in Cyber and AI Technology.
- Excellent technical background.
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 Manager (FSM) within Startups, you're a critical lead driving performance, transformation, and strategic partnership. You'll coach Field Sales Representatives (FSR) to be consultative sellers, providing the skills, resources and future-forward goals to exceed goals and maximize account value. Your team manages the customer growth strategy across the startup and digital native ecosystem, engaging customers from developers to C-suite with consultative value-selling methodology. You're technically-fluent, able to lead conversations about how Google Cloud solutions will meet their business issues. You'll advocate our products and solutions to make organizations more productive, collaborative, and mobile. Google Cloud's capabilities empower startups and digital natives to address critical needs in growth and global expansion, while offering advanced technologies that drive differentiation, customer acquisition, and business acceleration. You'll bring a passion for the founder journey, innovative mindset, and expertise in sales to help your team transform customers' businesses.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 and coach a team of FSRs, focusing on talent strategy and skills development, emphasizing innovative, consultative selling techniques.
- Monitor and influence progress against account plans, ensuring the team exceeds business goals, accelerates and increases consumption, and drives customer satisfaction throughout the sales cycle. Accurately forecast business performance.
- Develop a strong performance culture through data-driven coaching, timely intervention, performance management, and career development support.
- Build executive relationships with customers and influence long-term direction by understanding their technology footprint and strategy, growth plans, business drivers, and engaged landscape.
- Leverage practical expertise in cloud, data, and AI technologies to lead conversations on Google Cloud's unique value proposition to address customer business challenges and opportunities. Be on top of recent technology changes, trends and understand how to position it in the startup ecosystem.
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