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 business-to-business (B2B) software
company.
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).
Experience selling to enterprise accounts, selling a portfolio of products or
solutions at the C-level.
PREFERRED QUALIFICATIONS:
Experience qualifying leads and presenting the value proposition of cloud,
data, and AI technologies against customers’ business opportunities and
issues, and showcasing current technology trends and Google Cloud
differentiators.
Experience supporting large enterprise organizations, expanding existing
accounts, securing new customers, and accelerating consumption business.
Experience with complex agreements structuring, negotiating sophisticated
commercial agreements, and supporting multi-year engagements.
Experience leading cross-functional teams and partners in project
implementation and negotiation.
Demonstrated business and financial acumen.
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 Key Account Executive (KAE) Pharma/Independent Software Vendor (ISV), you
will serve as the executive selling to the enterprises in Google Cloud. You will
leverage existing relationships with CEOs and C-level executives, developing new
relationships with business unit leaders to understand their unique company
issues and to influence their perspective of Google solutions. You will be a
partner to customers, leveraging consultative value selling methodology to drive
long-term business growth. You will do this with a deep industry understanding,
communicating the business value of Google while driving shareholder value. 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 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.Individual pay is determined by factors including job-related
skills, experience, and relevant education or training.
US: $147000 - $204000 (USD) + 150% bonus target + equity + benefits
Learn more about benefits at Google
[https://www.google.com/about/careers/applications/benefits/].
RESPONSIBILITIES:
Develop and implement sales strategies to surpass business goals 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.
Manage and track the sales pipeline, from lead to close, ensuring health and
accurate forecasting for clear visibility into expected outcomes.
Manage complex, multi-year agreements and formulate persuasive proposals that
illustrate clear return on investment through customer business cases and
comprehensive deployment plans.
Mobilize internal experts (Customer Engineering, Partner, Post-Sales) and
external partners at the right time to drive consumption and deliver a
seamless customer experience.
Run and manage complex global account(s) with multiple opportunities across
different functions, serving as the primary customer contact for all
adoption-related activities.