Google

Runs Search and YouTube and builds Gemini AI

Field Sales Representative 3 - Federal Civilian, Google Public Sector

Field SalesConfirmed live in the last 24 hours

Full-timeRemote

About the Job

Requirements

A bachelor's degree or equivalent practical experience is required.
At least 10 years of experience in quota-carrying cloud or software sales, or consultative account management at a B2B software company, is required.
Experience working with U.S. Federal Civilian agencies is required.
Experience engaging and building relationships with a wide range of internal teams and customer stakeholders is required.
Experience managing the full sales cycle, including pipeline management, forecasting, and reporting, and managing commercial negotiations and agreements is required.
Experience selling to enterprise accounts and selling a portfolio of products or solutions at the C-level is required.

Responsibilities

Build and deepen executive relationships with public sector customers, influence long-term strategic direction, and serve as a business partner.
Negotiate and manage the entire sales cycle, often presenting to C-level executives at public sector customers.
Lead account strategy to generate and develop business growth opportunities, working collaboratively with Customer Engineers and Google Partners to optimize business results in the territory and create opportunities with large public sector customers.
Understand each customer's technology footprint, strategic growth plans, business drivers, technology strategy, and competitive landscape.
Drive business development, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.
Serve as a strategic partner to public sector accounts related to Federal Civilian agencies and manage account growth strategies using consultative value selling.
Drive long-term business growth by understanding customers' critical challenges and aligning them with Google Cloud's portfolio of solutions.
Lead the end-to-end sales process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increase consumption.
Advocate for Google products and solutions to help organizations become more productive, collaborative, and mobile.

Desired Qualifications

At least 5 years of experience building strategic business partnerships with Tribal Nations, Tribal Casinos, and Department of the Interior customers is preferred.
Experience with large, complex commercial and legal negotiations involving procurement, legal, and business teams is preferred.
Experience promoting Google Cloud computing technologies to large and complex organizations across geographies is preferred.
Ability to collaborate across organizational boundaries, build relationships, and import and export talent and ideas to achieve broader organizational goals is preferred.
Ability to present analyses and explain technical concepts simply to technical and non-technical audiences is preferred.
Ability to influence decisions at the executive level is preferred.

Build and deepen executive relationships with public sector customers, influence long-term strategic direction and serve as a business partner.
Negotiate and manage the entire cycle, often presenting to C-level executives in public sector customers.
Lead account strategy in generating and developing business growth opportunities, working collaboratively with Customer Engineers and Google Partners in order to optimize business results in territory and open up opportunities with large public sector customers.
Understand each customer's technology footprint, strategic growth plans and business drivers, technology strategy and competitive landscape.
Drive business development, forecast accurately and achieve strategic goals by leading customers through the entire business cycle.

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 working with U.S. Federal Civilian agencies.
Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
Experience selling to enterprise accounts, selling a portfolio of products or solutions at the C-level.

Preferred qualifications:

5 years of experience building strategic business partnerships with Tribal Nations/Tribal Casinos and Dept of Interior (DOI) customers.
Experience with large, complex commercial and legal negotiations working with procurement, legal, and business teams.
Experience promoting Google Cloud computing technologies to large and complex organizations across geographies.
Ability to collaborate effectively across organizational boundaries, build relationships, and import and export talent and ideas to achieve a broader organizational goal.
Ability to present analyses and break down technical concepts into simple terms to present to various technical, and non-technical audiences.
Ability to influence decisions at the executive level.

As a Field Sales Representative (FSR) for Public Sector, you will serve as a strategic partner to Public Sector accounts related to Federal Civilian agencies. You will manage account growth strategies, engaging customers with consultative value selling methodology. You will drive long-term business growth by gaining a deep understanding of customers' critical challenges and aligning them with Google Cloud's portfolio of solutions. You will lead the end-to-end 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 Public Sector brings the magic of Google to the mission of government and education with solutions purpose-built for enterprises. We focus on helping United States public sector institutions accelerate their digital transformations, and we continue to make significant investments and grow our team to meet the complex needs of local, state and federal government and educational institutions.Individual pay is determined by factors including job-related skills, experience, and relevant education or training.

US: $118000 - $171000 (USD) + 150% bonus target + equity + benefits

Learn more about benefits at Google.Must be a US Citizen to meet customer and compliance requirements, including potential access to classified information.Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Reston, VA, USA; Washington D.C., DC, USA.

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 working with U.S. Federal Civilian agencies.
Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
Experience selling to enterprise accounts, selling a portfolio of products or solutions at the C-level.

About the Company

Google

Runs Search and YouTube and builds Gemini AI

Google runs the world's most used search engine and free services such as YouTube, Android, and Gmail, and it builds the Gemini AI models that work inside them. In 2017, its researchers invented the transformer, the neural network design behind ChatGPT and most other AI chatbots. People use these services without paying, and Google earns most of its money from ads placed beside search results and YouTube videos. Businesses rent computing power and Gemini models through Google Cloud, and Google also sells subscriptions and Pixel phones. Larry Page and Sergey Brin founded Google in 1998 as Stanford PhD students; it is based in Mountain View, California, United States, and is the main business of parent company Alphabet.

Company size: 10,001+
Company stage: IPO
Headquarters: Mountain View, CA
Founded: 1998

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