Google Cloud Sales Executive

Job Description

We are seeking a highly motivated leader and team player to drive and support a plan to accelerate and scale the growth of our Google Cloud business. You will focus on enterprise customers in Europe. This role includes responsibility for meeting sales quota and pipeline forecasting. You will build close relationships with customers, Google Cloud, and ServiceNow field sellers while leading virtual teams including solution sales, solution consulting, partner, product, and operations. This is a key and strategic role that requires a balance of sales, strategy, and a roll-up your sleeves and 'get it done' attitude. Success requires the execution of a plan to develop and accelerate the growth of ServiceNow revenue on Google Cloud both with top existing customers and to land new enterprise customers. You must be a highly motivated team player with expertise working in a fast paced, cross-functional manner where change is constant. You can establish broad senior level relationships. You have a proven track record of delivering results and getting things done. You demonstrate strong business acumen, have outstanding communication skills, and can effectively build relationships, negotiate complex multi-million-dollar contracts, and influence large purchase decisions for the biggest brands in the world.

What you get to do in this role:

• Create a Google Cloud sales plan with ServiceNow EMEA leadership to drive growth and then bring it to life. Leverage your passion for driving sales results to close.
• Build trust and deep multi-tiered relationships through the customers' organization, from business unit teams to CxO level
• Work with the greater ServiceNow solution teams to develop a ServiceNow solution based on the customer's strategic outcomes
• Manage relationships between ServiceNow, Google Cloud, and executive-level customers
• Present the value of the ServiceNow and Google Cloud partnership while evangelizing joint innovation use cases
• Negotiate complex multi-million-dollar contracts
• Grow the ServiceNow business on Google Cloud year over year
• Build mindshare within Google Cloud field sales leadership and account teams to drive sales
• Develop a clear roadmap across the customer, Google Cloud, and ServiceNow teams to promote an outstanding customer experience
• Ensure customers are at the center of everything. Deliver high-value outcomes for customers
• Ensure alignment with Value Selling (ie: Value Prompter), NowSell principles and partner 3-way sales
• Tackle strategic projects to smooth hyperscaler adoption across ServiceNow inclusive of operations, finance, reporting, enablement, and deal desk.
• Responsible for weekly pipeline reporting, progress updates, customer references, deal registration
• Work with marketing to plan events, land public customer references, and drive customer engagement including stage presence at major events

Qualifications

In order to be successful in this role, we need someone who has:

· 10+ years of experience in large client management, and aligning account strategies to revenue opportunities

· 5+ years of experience as a Client Director or equivalent role with validated multi-million-dollar sales solutions experience and Executive level relationship management

· Previous sales experience in IT Service Management, HR, Security Operations, Customer Service and IT Operations Management (within software or IT sales organizations)

· Ability to understand broad, macro-level business and IT needs for the largest, most well-known brands in the world

Desired Skills/Experience/Assets:

· Background experience from a career working at ServiceNow and/or Google Cloud

· Strong track record of exceeding sales targets by 150% or greater

· Good understanding of hyperscaler co-sell sales motion and marketplace.

· Strong and proven track record of successful Senior Executive and C-level executive engagement

· High energy, enthusiasm, and passion for the business

· Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace

· Comfortable with ambiguity, complexity, and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques.

· Excellent spoken and written communication, interpersonal, relationship building skills

· Experience leading virtual and matrixed teams

· ServiceNow platform and Google Cloud training a plus (not required)

· Travel up to 50%