Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 10 years of experience with quota-carrying cloud or software business or account management at a Business-to-Business (B2B) software company.
- Experience in prospecting or building customer relationships from scratch.
- Experience in promoting Cloud Solutions, Infrastructure Software, Databases, Investigative Tools or Applications Software across multiple industries, aligning solutions to motivate business outcomes.
- Experience with leading cross-functional teams and partners in implementations and negotiations.
- Experience with commercial and legal negotiations with Procurement, Legal, and Business teams.
- Experience working with Customer Engineers and customer's technical leads to inventory software estate, define migration plans and build migration business cases.
- Experience in acquiring new logos and securing foundational workloads to accelerate consumption business growth.
- Experience cultivating C-level relationships and collaborating with executives.
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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.
In this role, you will direct the engagement with a diverse group of cross-industry enterprise customers and assist them in solving their business tests with our solutions. You will be responsible for building meaningful relationships across various levels within the customer, from developers to C-suite executives. You will lead a cross-functional team and leverage the resources including Customer Engineering, Business Development, cross-functional promoters, and Partners.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
- Direct prospecting and acquisition of new logos, creating and building customer relationships from scratch, and establishing yourself as a trusted advisor on their technology and business decisions.
- Become an expert on the customer's business, including their Software as a Service (SaaS) product portfolio, technology strategy, growth plans, business motivators, financial structure, customer base, market offering and engaging landscape.
- Direct account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google Partners, to maximize business impact within enterprise customers.
- Manage business cycles, presenting to C-level executives and negotiating terms.
- Motivate business development, own operational excellence at scale, forecast accurately, and achieve goals by leading customers through the entire business cycle.