Head of Sovereign, Google Cloud

Job summary

Drive revenue growth by developing sales strategies and managing the end-to-end sales process for public sector accounts. Mobilize internal and external teams to deliver solutions and ensure a seamless customer experience.

Job details

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 working with the public sector market (e.g., federal government/defence and security entities) across Canada. * 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. * Candidates must hold or be eligible to obtain a valid Personnel Security Clearance as a condition of employment. PREFERRED QUALIFICATIONS: * Experience with consultative selling to the public sector, asking questions, presenting proposals, and building multi-year account strategies. * Experience qualifying leads and presenting the value proposition against customers’ business opportunities and showcasing current technology trends and Google Cloud differentiators. * Experience expanding accounts, securing customers, and accelerating revenue and leading cross-functional teams and partners to co-sell and win. * Experience with agreement structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements. * Experience leading cross-functional teams and partners in project implementation and negotiation. * Experience in the public sector. Ability to communicate in English and French fluently for regional support. 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 Key Account Executive (KAE) for the Public Sector, you will serve as a partner to Public Sector accounts related to different public entities across Ottawa. You will manage account growth strategies, engaging customers with consultative value selling methodology. You will drive long-term revenue growth by gaining an understanding of customers critical issues 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 revenue commitments and increased consumption. You will advocate the innovative power of products and solutions to make organizations more productive, collaborative, and mobile. 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. Individual pay is determined by factors including job-related skills, experience, and relevant education or training. Canada: $182000 - $186000 (CAD) + 150% bonus target + equity + benefits Learn more about benefits at Google [https://www.google.com/about/careers/applications/benefits/]. RESPONSIBILITIES: * Drive revenue growth by developing and implementing sales strategies, building trusted consultative relationships, and leveraging emerging technology trends, market analysis, and cloud solution expertise to demonstrate Google Cloud's transformative value to customers. * Manage and track the sales pipeline, from lead to close, ensuring health and accurate forecasting for clear visibility into expected outcomes. * Negotiate multi-year contracts and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans. * Mobilize internal experts (Customer Developing, Partner, Post-Sales) and external partners at the right time to drive consumption and deliver a seamless customer experience.

What you’ll do

Drive revenue growth by developing sales strategies and managing the end-to-end sales process for public sector accounts. Mobilize internal and external teams to deliver solutions and ensure a seamless customer experience.

Requirements

Requires a bachelor's degree and at least 10 years of experience in cloud or software sales, specifically within the public sector. Candidates must be eligible for a personnel security clearance and possess strong negotiation and consultative selling skills.

Benefits

• Bonus target
• Equity
• Health benefits

Listed skills

• Account Management · Preferred
• Forecasting · Preferred
• Consultative Selling · Preferred
• Contract Negotiation · Preferred
• Relationship Building · Preferred
• Bilingual communication · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Cloud sales
• Software sales
• Public sector sales
• Account management
• Sales cycle management
• Pipeline management
• Forecasting
• Commercial negotiations
• Consultative selling
• Value proposition
• Strategic planning
• Cross-functional leadership
• Contract negotiation
• Revenue growth
• Relationship building
• Bilingual communication
• Account Strategy
• Sales Strategy
• Software Sales
• Cross-Functional Team Leadership
• Sales Pipelines
• Full Stack Development
• Business Problems
• Building Trust
• Project Implementation
• Emerging Technologies
• Google Cloud Platform (GCP)
• Bilingual (French/English)
• Advocacy
• Account Management
• Business To Business
• Management
• Customer Service
• Communication
• Consultative Selling
• Customer Engagement
• Equities
• Sales
• Scalability
• Innovation
• Lead Generation
• Market Analysis
• Negotiation
• Persuasive Communication
• Return On Investment
• Sales Process
• Value Propositions
• Value Added Selling (Selling Techniques)
• Security Clearance
• Revenue Growth

Job areas

• Sales
• Technology
• Government & Public Sector
• Software
• Consulting
• Head of Artificial Intelligence
• Cloud Sales Representative
• Information and Communications Technology Sales Professionals
• Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products

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