Field Sales Manager, Startups, Google Cloud (English)

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) within Startups, you will be a critical lead driving high performance, transformation, and strategic partnership. You will coach Field Sales Representatives (FSR) to be consultative sellers, providing the skills, resources and future-forward goals to exceed quotas and maximize account value. Your team manages the customer growth strategy across the Startup and Digital Native ecosystem, engaging customers from developers to C-suite with consultative value-selling methodology. You are technically-fluent, able to lead conversations about how Google Cloud solutions will meet their unique business issues. You will advocate our products and solutions to make organizations more productive, collaborative, and mobile.

Google Cloud's unique capabilities empower Startups and Digital Natives to address critical needs in growth and global expansion, while offering advanced technologies that drive differentiation, customer acquisition, and revenue acceleration. You will bring a passion for the founder journey, innovative mindset, and expertise in scaled sales to help your team transform customers' businesses.

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

• Lead and coach a team of FSRs, focusing on talent strategy and skills development, emphasizing innovative, consultative selling techniques.
• Monitor and influence progress against strategic account plans, ensuring the team exceeds business goals, accelerates and increases consumption, and drives customer satisfaction throughout the sales cycle and accurately forecast business performance.
• Develop a strong performance culture through data-driven coaching, timely intervention, performance management, and career development support.
• 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.
• Leverage practical expertise in cloud, data, and AI technologies to lead conversations on Google Cloud's unique value proposition to address customer business issues and opportunities.

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 business-to-business (B2B) software company.
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
• Experience in, or supporting startup industry.
• Leadership experience (e.g., people management, team lead, mentorship, coaching).
• Ability to communicate in English fluently to support clients in region.

Preferred qualifications:

• Experience supporting a team to expand existing accounts, secure new customers, and accelerate consumption business.
• Experience qualifying leads and presenting value proposition 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 in performance management and end-to-end sales cycles, coaching high performance and ensuring delivery against goals.
• Experience driving growth of cloud technologies.

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in quota-carrying cloud or software sales, or consultative account management at a business-to-business (B2B) software company.
• Experience managing the full sales cycle (e.g., pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
• Experience in, or supporting startup industry.
• Leadership experience (e.g., people management, team lead, mentorship, coaching).
• Ability to communicate in English fluently to support clients in region.