Field Sales Representative, Startups

Google•Apply•Published 21 hours ago•First seen 21 hours ago

As a member of the Google Cloud team, you inspire leading companies, schools, and government agencies to work smarter with Google tools like Google Workspace, Search, and Chrome. You advocate for the innovative power of our products to make organizations more productive, collaborative, and mobile. Your guiding light is doing what’s right for the customer, you will meet customers exactly where they are at and provide them the best solutions for innovation. Using your passion for Google products, you help spread the magic of Google to organizations around the world.

As a Field Sales Representative, your primary responsibility is to seek out and land sizable agreements with target startup customers across Southeast Asia (SEA). These customers will largely be Greenfield accounts where we have little to no presence today.

In this role, you will aim high and think big versus settle for incremental growth. You will advocate the innovative power of our products to make organizations more productive, collaborative, and mobile. Using your passion for Google products, you will help spread the magic of Google to organizations around the world. You will bring expertise in building relationships with a complex group of stakeholders to work in a matrixed organization successfully.

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.

Responsibilities

Identify and reach out to AI Startups to explore interest and pitch Google. Understand customer needs and challenges, then develop Google proposition and offering to meet those needs.
Develop Google proposition that differentiates against competition technically. Discuss and manage entire business cycles, often presenting to C-level executives in corporate and global customers.
Lead account strategy in generating and developing business growth opportunities. Work collaboratively with customer engineers and partners in order to improve business results in the area and open up opportunities with enterprise customers.
Explore and understand customer requirements on both a business and technical level. Engage and educate the customer base.
Shift conversations to business cases. Model and platform Total Cost of Ownership (TCO). Explain inference cost scaling, and articulate the Return on Investment (ROI) of build versus buy decisions.

Minimum qualifications:

Bachelor's degree or equivalent practical experience.
7 years of experience in goal related software sales and account management at an enterprise business-to-business (B2B) software company promoting to global accounts.
Experience articulating the technical value and market differentiation of Google Cloud’s full-stack solutions to AI-native startups.

Preferred qualifications:

Experience promoting Platform-as-a-Service/Infrastructure-as-a-Service (PaaS/IaaS) and working toward business goals in the technology industry.
Experience working with and managing partners in implementation projects, including global system integrators and packaged software vendors.
Experience with business and legal discussions working with procurement, legal, and business teams.
Understanding of the digital native customer industry and market trends.
Ability to work with sales engineers and customer’s technical leads to inventory existing software estate, define migration plans, and build business cases for migrations.
Ability to communicate in Mandarin fluently to engage and support customers to navigate industry standards.