Field Sales Representative, New York SLED, Public Sector

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.

The US base salary range for this full-time position is $114,000-$169,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google.

Responsibilities

• Build executive relationships with the state of New York 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 cloud technology strategy, 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 Public Sector customers.
• Manage business cycles, presenting to C-level executives and discussing terms.
• Drive business development, own operational excellence at scale, forecast accurately, and achieve 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, or account management at a business-to-business (B2B) software company.

• Experience engaging with accounts, promoting a portfolio of products at C-level.

• Experience selling to New York State, Local, and Education (SLED) customers.

Preferred qualifications:

• Experience promoting cloud solutions, infrastructure software, databases, analytic tools, or applications software, aligning solutions to drive business outcomes.
• Experience supporting large enterprise organizations, growing existing customer bases and acquiring new logos at scale, to increase spend and accelerate consumption business.
• Experience working with, and leading, cross-functional teams and partners in implementations and negotiations.
• Experience with commercial and legal negotiations, working with Procurement, Legal, and Business teams.
• Experience working with customer engineers and customers technical leads to inventory software estate, define migration plans, and build migration business cases.
• Experience cultivating C-level relationships and influencing executives.