Strategic Local Account Executive

Job description

Applicants in San Francisco: Qualified applications with arrest or conviction records will be considered for employment in accordance with the San Francisco Fair Chance Ordinance for Employers and the California Fair Chance Act.
Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Sunnyvale, CA, USA; San Francisco, CA, USA . Minimum qualifications:
• Bachelor's degree or equivalent practical experience.
• 10 years of experience in quota-carrying cloud or software sales, or SaaS/PaaS/IaaS SLED sales, or consultative account management.
• Experience with state local and higher education software sales.
• Experience managing full business cycles, including pipeline generation, executive pitching, RFP or RFX navigation, and commercial negotiations.
• Experience building relationships across C-level executives, CIOs, CISOs, Provosts, and public agency leadership.
Preferred qualifications:
• Experience selling core cloud infrastructure, modern data/analytics, AI solutions, cybersecurity, and productivity suites (e.g., Google Cloud Platform and Google Workspace).
• Experience leading cross-functional pursuit teams (Customer Engineers, solution architects, legal/procurement) and co-selling with Google Cloud Partners, FSIs, and distributors.
• Knowledge of public sector procurement processes, government contract vehicles, state budgeting cycles, and grant programs.
• Knowledge of business and finance, with the ability to construct multi-year total cost of ownership (TCO) and cloud migration business cases.
• Ability to expand existing customer accounts, acquiring new greenfield logos, and accelerating cloud consumption and commit burndown.
About the job
As a Strategic Northern Local Account Executive for Public Sector, you will serve as a strategic partner to Public Sector accounts related to different public entities across Northern California. 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 .
Responsibilities
• Own quota-carrying sales objectives, driving annual recurring revenue (ARR), total contract value (TCV), and cloud consumption.
• Build and deepen relationships with C-level stakeholders, mission owners, CIOs, CISOs, Provosts, and agency leadership.
• Lead complex procurement and business cycles from opportunity qualification and RFX navigation through to contract negotiation and closing.
• Partner closely with Customer Engineers (CEs) and solution specialists to define workload migration paths and technical architectures.
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 .