Google

Runs Search and YouTube and builds Gemini AI

Field Sales Representative - Govops and Climate

Field SalesConfirmed live in the last 24 hours

Full-timeCalifornia, USA

About the Job

Requirements

A bachelor's degree or equivalent practical experience is required.
At least 10 years of experience with quota-carrying enterprise technology or cloud sales to State and Local Government, including experience with California state agencies, is required.
Experience with government contracting, procurement rules, and engaged bidding processes in California is required.
Experience managing a portfolio using business, annual contract value, and consumption or burndown metrics is required.

Responsibilities

Define and execute territory and account strategies across California state agencies, including Caltrans, GovOps, and Climate.
Establish trusted advisor relationships with cabinet-level leaders, agency CIOs, CDOs, procurement officers, and operational program directors.
Align Google Cloud capabilities, including generative AI, Vertex AI, data platforms such as BigQuery, infrastructure modernization, and security, with state health priorities, public benefit delivery, and compliance frameworks such as HIPAA, FedRAMP, MARS-E, and California SAM/SIMM.
Partner with Customer Success Managers, Cloud Architects, and Partner Delivery teams after contract signing to support onboarding, project milestones, and month-over-month consumption growth.
Navigate California state procurement mechanisms, including Master Service Agreements, the Software Licensing Program, Leveraged Procurement Agreements, and RFP processes.
Manage account growth strategies for public sector accounts using consultative value selling.
Lead the business process from initiating customer conversations through coordinating internal and external teams to deliver business commitments and increase consumption.
Advocate for Google Cloud products and solutions to support organizational productivity, collaboration, and mobility.

Desired Qualifications

Experience leading consumption-oriented go-to-market motions, tracking post-sales consumption, managing pipeline from booking through deployment, and expanding an account footprint based on production workload usage.
Experience engaging with Caltrans, GovOps, Climate, or related California state entities.
Familiarity with how AI/ML, data analytics, and modern cloud infrastructure address public sector challenges such as fraud and waste detection, case management modernization, interoperability, and constituent self-service.
A track record of coordinating cross-functional teams, including solutions engineering, customer engineering, legal, regulatory compliance, partners, and executive leadership.

Define and execute territory and account strategies across California State Agencies (e.g., Caltrans, GovOps, and Climate).
Establish trusted advisor relationships with cabinet-level leaders, Agency CIOs, CDOs, procurement officers, and operational program directors.
Align Google Cloud capabilities (e.g., GenAI, Vertex AI, data platforms/BigQuery, infrastructure modernization, security) to state health priorities, public benefit delivery, and compliance frameworks (e.g., HIPAA, FedRAMP, MARS-E, State of California SAM/SIMM).
Partner closely with Customer Success Managers (CSMs), Cloud Architects, and Partner Delivery teams post-signature to ensure rapid onboarding, project milestone achievement, and steady month-over-month consumption ramp.
Navigate California state procurement mechanisms, Master Service Agreements (MSAs), Software Licensing Program (SLP), Leveraged Procurement Agreements (LPAs), and RFP processes.

Minimum qualifications:

Bachelor's degree or equivalent practical experience.
10 years of experience with quota-carrying enterprise technology/cloud sales selling into State and Local Government (SLED), with experience with California State agencies (e.g., Caltrans, GovOps, and Climate).
Experience with government contracting, procurement rules, and engaged bidding processes in California.
Experience managing a portfolio based on business, annual contract value (ACV), and consumption/burndown metrics.

Preferred qualifications:

Experience leading consumption-oriented GTM motions—demonstrated ability to track post-sales consumption, manage pipeline from booking through deployment, and expand footprint based on production workload usage.
Experience engaging with Caltran, GovOps, Climate or related CA state entities.
Familiarity with how AI/ML, data analytics, and modern cloud infrastructure address modern public sector challenges (e.g., fraud/waste detection, case management modernization, interoperability, constituent self-service).
Track record of orchestrating cross-functional teams (e.g., solutions engineering, customer engineering, legal, regulatory compliance, partners, executive leadership).

As a Field Sales Representative (FSR) for Public Sector, you will serve as a partner to Public Sector accounts related to different public entities. 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 our customers' critical tests and aligning them with Google Cloud's portfolio of solutions. You will lead the business 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.Applicants in the County of Los Angeles: Qualified applications with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act.

Applicants in San Francisco: Qualified applications with arrest or conviction records will be considered for employment in accordance with the San Francisco Fair Chance Ordinance for Employers and the California Fair Chance Act.

Remote location: California, USA.

Bachelor's degree or equivalent practical experience.
10 years of experience with quota-carrying enterprise technology/cloud sales selling into State and Local Government (SLED), with experience with California State agencies (e.g., Caltrans, GovOps, and Climate).
Experience with government contracting, procurement rules, and engaged bidding processes in California.
Experience managing a portfolio based on business, annual contract value (ACV), and consumption/burndown metrics.

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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