Field Sales Representative III, Federal Civilian, Google Public Sector

Field Sales Representative (Public Sector)

As a Field Sales Representative (FSR) for Public Sector, you will serve as a strategic partner to Public Sector accounts related to Federal Civilian agencies. You will manage account growth strategies, engaging customers with consultative value selling methodology. You will drive long-term business growth by gaining a deep understanding of customers' critical challenges and aligning them with Google Cloud's portfolio of solutions. You will lead the end-to-end sales process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You will advocate the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile.

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.

Individual pay is determined by factors including job-related skills, experience, and relevant education or training. US: $118000 - $171000 (USD) + 150% bonus target + equity + benefits.

Learn more about benefits at Google.

Must be a US Citizen to meet customer and compliance requirements, including potential access to classified information. Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Reston, VA, USA; Washington D.C., DC, USA.

Responsibilities

• Build and deepen executive relationships with public sector customers, influence long-term strategic direction and serve as a business partner.
• Negotiate and manage the entire cycle, often presenting to C-level executives in public sector customers.
• Lead account strategy in generating and developing business growth opportunities, working collaboratively with Customer Engineers and Google Partners in order to optimize business results in territory and open up opportunities with large public sector customers.
• Understand each customer's technology footprint, strategic growth plans and business drivers, technology strategy and competitive landscape.
• Drive business development, forecast accurately and achieve strategic goals by leading customers through the entire business cycle.

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 working with U.S. Federal Civilian agencies.
• Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
• Experience selling to enterprise accounts, selling a portfolio of products or solutions at the C-level.

Preferred qualifications:

• 5 years of experience building strategic business partnerships with Tribal Nations/Tribal Casinos and Dept of Interior (DOI) customers.
• Experience with large, complex commercial and legal negotiations working with procurement, legal, and business teams.
• Experience promoting Google Cloud computing technologies to large and complex organizations across geographies.
• Ability to collaborate effectively across organizational boundaries, build relationships, and import and export talent and ideas to achieve a broader organizational goal.
• Ability to present analyses and break down technical concepts into simple terms to present to various technical, and non-technical audiences.
• Ability to influence decisions at the executive level.