Product area
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.
Job description
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.
Additional job description
As a Field Sales Representative (FSR), you will manage the growth strategy for enterprise accounts. You will engage with executives to build on existing relationships, establish relationships in new areas, and act as a business partner to understand our customer's issues and goals. You will advocate the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile.
Qualifications
Job responsibilities
- Build and deepen executive relationships with enterprise customers to influence their long-term technology and business decisions. Add value as a trusted advisor.
- Be an expert on the customers business, including their SaaS product portfolio, technology strategy, strategic growth plans, business drivers, financial structure, customer base, vertical market offering and engaged landscape.
- Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google partners to maximize business impact within enterprise customers.
- Manage complex business cycles, presenting to C-level executives and negotiating terms.
- Drive business development, own operational excellence at scale, 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 with quota-carrying cloud or software sales, and account management of China digital native enterprise-level accounts.
- 5 years of experience selling cloud computing solutions.
- Experience with business negotiation and agreement process management for overseas public cloud.
- Ability to communicate in Mandarin and English fluently to interact with internal and external stakeholders.
Preferred qualifications
- Bachelor's degree in Software Engineering.
- 15 years of experience in a sales role.
- Experience leading cross-functional teams (business development, customer engineer, partner sales) and external partners in complex implementation and negotiation projects.
- Experience working with customer engineers and customers technical leads to inventory existing software estate, define migration plans, and build business cases for migrations.
- Experience cultivating C-level relationships, building strong partnerships, selling cloud solutions, and influencing at the executive level.
- Experience in managing global digital native enterprise accounts in China, with an understanding of China global business landscape.
