Field Sales Representative, Startups
Description
Google will be prioritizing applicants who have a current right to work in Singapore, and do not require Google's sponsorship of a visa.
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 4 years of experience in software sales and account management at an enterprise business-to-business (B2B) software company promoting global accounts.
- Experience working with AI startups or customers in their AI transformation journeys.
Preferred qualifications:
- Experience in promoting Platform-as-a-Service (PaaS), Infrastructure-as-a-Service (IaaS) and working towards business goals in the technology industry.
- Experience with business and legal discussions working with procurement, legal, and business teams.
- Understanding of the AI native startups industry and market trends.
- Ability to communicate in English and Mandarin fluently in order to engage and support customers.
- Ability to work with sales engineers and customers technical leads to inventory existing software estate, define migration plans, and build business cases for migrations.
About the job
As a member of the Google Cloud team, you inspire leading companies, schools, and government agencies to work smarter with Google tools like Google Workspace, Search, and Chrome. You advocate for the innovative power of our products to make organizations more productive, collaborative, and mobile. Your guiding light is doing what’s right for the customer, you will meet customers exactly where they are at and provide them the best solutions for innovation. Using your passion for Google products, you help spread the magic of Google to organizations around the world.
In this role, you will be responsible to deploy agreements with the startups across South East Asia (SEA). You will advocate the innovative power of our products to make organizations more productive, collaborative, and mobile. You will bring expertise in building relationships with a group of stakeholders to work in a global organization successfully.
Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s 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
- Identify and reach out to AI startups to acquire them and onboard them on to Google Cloud Platform (GCP).
- Understand customer needs and issues, then develop Google proposition and offering to meet those needs.
- Develop the Google proposition that differentiates against competition technically and discuss, manage entire business cycles, often presenting to C-level executives in corporate or founders in startups.
- Lead account strategy in generating and developing business growth opportunities, working collaboratively with customer engineers and partners in order to open up opportunities with customers.
Model platform Total Cost of Ownership (TCO), explain inference cost scaling, and articulate the return on investment of build vs. buy decisions, and shift conversations to business cases.