Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Reston, VA, USA; Atlanta, GA, USA.

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 B2B software company.

PREFERRED QUALIFICATIONS:

• 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.
• Experience promoting Cloud Solutions, Infrastructure Software, Databases, Analytic Tools, or Applications Software across multiple industries, aligning solutions to drive business outcomes.
• Experience growing existing customer base and acquiring new logos, to increase spend and accelerate consumption business growth.

• Build relationships with enterprise customers to influence their long-term technology and business decisions.
• Become an expert on the customers’ business, including their SaaS product portfolio, technology strategy, strategic growth plans, business drivers, financial structure, customer base, vertical market offering and competitive landscape.
• Lead account strategy to develop business growth opportunities, working cross-functionally with multiple teams and Google Partners, to support business impact within enterprise customers.
• Manage business cycles, present to C-level executives and negotiate terms.
• Drive business development, own operational excellence, forecast accurately, and achieve strategic goals by leading customers through the entire business cycle.
  Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Google’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know by completing our Accommodations for Applicants form