Field Sales Manager, Digital Native, Google Cloud

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.

As a Field Sales Manager (FSM), you will hold a critical leadership role responsible for driving a culture of high performance, transformation, and strategic partnership. You will lead and coach the Field Sales Representative (FSR) community to be consultative sellers, providing the skills, resources and future-forward vision needed to exceed quotas, drive incremental growth, and successfully maximize the value of accounts. Your team will manage the growth strategy for digital native accounts, engaging C-suite customers with consultative value selling methodology. You will be technically-fluent, able to lead conversations with customers about how Google Cloud’s portfolio of solutions will meet their unique business challenges. You will advocate for the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile.

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.

At Google, we have a vision of empowerment and equitable opportunity for all Aboriginal and Torres Strait Islander peoples and commit to building reconciliation through Google’s technology, platforms and people and we welcome Indigenous applicants. Please see ourReconciliation Action Plan for more information.

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
  
• 10 years of experience in quota-carrying cloud or software sales, or consultative account management at a B2B software company.
• Experience in a sales leadership and people management role, including coaching, mentoring, and team development.
  
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
• Experience developing and leading a team through change.
• Experience engaging and building relationships with a range of internal teams and customer stakeholders.

Preferred qualifications:

• Experience with sales management performance, including scaling sales teams and business performance in order to achieve impact.
• Experience qualifying leads and presenting value propositions against customers’ business opportunities and challenges.
• Experience with organizational development and transformation, fostering consultative selling behaviors, aligning with sales leadership initiatives, and supporting teams on multi-year account strategies.
• Experience working with, and managing, cross-functional internal teams (e.g., Business Development, Customer Engineers, Partner Sales) and external partners in complex implementation projects and negotiations.
  
• Business development & growth mindset with proven track record of challenger sales wins.
• Established network within venture capital and founder community.

Responsibilities

• Build, mentor, motivate, and guide a team of field sales representatives. Manage the team and leverage support for critical business opportunities, as well as career mentorship.
• Monitor and influence progress against strategic account plans, ensuring the team exceeds business goals, accelerates and increases consumption, and drives customer satisfaction throughout the business cycle. 
• Build executive relationships with customers and influence long-term strategic direction by understanding their technology footprint and strategy, growth plans, business drivers, and competitive landscape.
• Report the state of the business for territory, including progression against assigned KPIs and strategic objectives.
• Lead conversations on Google Cloud's unique value proposition to address customer business challenges and opportunities.