Field Sales Representative, Media and Entertainment, Google Cloud
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Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 10 years of experience in quota-carrying cloud or software business, or consultative account management at a business-to-business (B2B) software company.
- Experience managing the full business cycle (e.g., pipeline management, forecasting, reporting) and managing commercial discussions and agreements.
Preferred qualifications:
- 8 years of experience with quota-carrying cloud or software business, or account management at a business-to-business (B2B) software company.
- Experience with consultative promoting to executives, asking insightful, 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 including showcasing current technology trends and Google Cloud differentiators.
- Experience with agreement structuring, discussing commercial agreements, and supporting multi-year engagements.
- Experience leading cross-functional teams and partners in project implementation and discussion.
- Understanding of the media landscape in DACH, existing network.
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) focused on new customer acquisition for enterprise accounts, you will grow Google Cloud by acquiring new logos and securing the foundational workload(s) to accelerate their consumption business growth. You will drive long-term business growth by gaining an understanding of new customers' critical issues and aligning them with Google Cloud's portfolio of solutions. You will lead the end-to-end business process, from initiating customer conversations to orchestrating internal and external teams to deliver business growth commitments and increased consumption. You will be a partner to the customers, while leveraging consultative value promoting methodology. You will advocate the power of our products and solutions to make organizations more 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
- Lead prospecting and acquisition of new logos, creating and building customer relationships from scratch, and establishing yourself as a trusted advisor on their long-term technology and business decisions.
- Mobilize internal experts (Customer Engineering, Partner, Post-Business) and external partners at the right time to drive consumption and deliver a seamless customer experience.
- Manage multi-year contracts and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans.
- Manage and track the business pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes.
- Develop and implement business strategies to surpass business growth targets 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.
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