Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 7 years of experience in one or more of the following: renewals, sales, building client relationships, or account management.
- Experience with collaborating with legal/contract management teams to facilitate contract review, revision and execution.
- Experience selling enterprise SaaS products.
- Experience in discovery negotiation, and closing agreements.
- Understanding of Google Cloud products.
- Ability to influence and communicate cross-functionally at C-level within prospect companies.
- Ability to work independently and within a team environment.
- Excellent verbal and written communication skills in interacting with external clients.
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About the job
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 Google Workspace Sales Specialist focused on renewals and expansion sales, you will help us grow our Workspace business by maintaining and growing relationships with our existing customer base. You will work with customers to deliver business value, demonstrate product functionality, and provide a comprehensive overview of business use cases. You will accelerate Google Workspace business growth by engaging with our clients, building internal/external alignment, and successfully manage opportunities in an overlay model to the Field Sales organization. You will also prospect, qualify, develop, and facilitate Google Workspace opportunities for growth through cloud driven business transformation. You will build a pipeline and work with account teams to create customer solutions and drive agreements. You will lead day-to-day relationships with external customer stakeholders, leading with empathy, while identifying innovative ways to multiply your impact and the impact of the team as a whole.
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
- Manage, drive, and lead the renewals process in collaboration with the Workspace Expansion Specialist account team to preserve and improve customer agreements and relationships.
- Manage a portfolio of annual customer renewals, ensuring on-time customer retention and year-over-year renewal rates.
- Grow business by positioning organic growth, discount reduction, auto-renewals and multi year agreements to grow the business.
- Verify agreements, data integrity of all quotes, review terms and conditions to ensure renewal subscriptions are in line with company guidelines and policy.
- Identify and promote opportunities to maximize customer growth. Accountable for accurate opportunity and forecast data for all agreements.