Startup Solution Specialist, Google Cloud

XNote: By applying to this position you will have an opportunity to share your preferred working location from the following: Seattle, WA, USA; Atlanta, GA, USA; Austin, TX, USA; Chicago, IL, USA; Irvine, CA, USA; New York, NY, USA; Reston, VA, USA; Sunnyvale, CA, USA.

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.

• 10 years of experience in direct sales, sales leadership, technical sales, business development or channel sales with customer connections in the corresponding region.

• Experience in business development related to technology solutions (e.g., IaaS, PaaS, SaaS, and managed services).

Preferred qualifications:

• Ability to quickly understand technology solutions and effectively identify how it can provide value to a prospective customer.

• Ability to effectively operate within a dynamic and fast-growing company, with the ability to adapt to change.

• Excellent relationship building skills that extend to internal team members in pre- and post-sales. Proficiency in all aspects of the business cycle, including qualifying opportunities.

• Technical depth and credibility to translate technology to business propositions, and create the strategy and GTM for a technology solutions portfolio.

About the job

As the Startups Solution Specialist, you will be an advocate of startups' needs across the Google ecosystem. You will help create and execute the go-to-market (GTM) strategy for Google Cloud solutions. You will be responsible for managing the execution and scale strategy through collaboration with sales leadership, cross-functional stakeholders, GTM Solutions Leads, Product Engineering, Marketing, Partner, and Sales Operations. You will be engaging with the sales teams and customers to keep a pulse of the evolving needs of startups.

In this role, you will prioritize and activate business motions that address business priorities, build pipeline, and drive the development of new solution initiatives with the goal of exceeding the selected region's business commitment. You will showcase thought leadership by identifying industry trends and synthesizing customer feedback to create tailored solutions that meet startups where they are in their development journey.

Additionally, you will partner with the Customer Engineering organization to ensure technical and commercial readiness of these solutions, including assets to enable the sales teams, and provide field feedback to the Product and Engineering teams to shape product direction.

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.

The US base salary range for this full-time position is $138,000-$207,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google.

Responsibilities

• Partner with sales leaders to deeply understand the business needs and prioritize business motions and programs that meet the net new logo and business goals of the business.

• Serve as the Startup subject matter expert to critical stakeholders to help develop and tailor sales programs to meet the needs of our customers and our business.

• Analyze sales program outcomes, seller feedback, cloud marketplace trends, and customer feedback to identify trends and improvement areas. Recommend and implement optimizations based on learnings.

• Help contribute in establishing, institutionalizing, and scaling processes and templates for winning startups at scale while meeting them where they are.

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If you have a need that requires accommodation, please let us know by completing our Accommodations for Applicants form.

Google is a global company and, in order to facilitate efficient collaboration and communication globally, English proficiency is a requirement for all roles unless stated otherwise in the job posting.

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