Field Sales Representative, Federal System Integrator, Public Sector
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In-office locations: Reston, VA, USA; Washington D.C., DC, USA.
Remote location(s): California, USA.
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 10 years of experience in technology sales and account management or business development experience at a B2B software company.
- 4 years of experience working with or for Federal System Integrator (FSIs) in a sales, business development, or partner management capacity.
- Experience selling AI, IaaS/PaaS/SaaS cloud solutions to deliver outcomes in the U.S. Federal market.
Preferred qualifications:
- Experience building and executing successful "sell-to", "sell-with" or "sell-through" co-selling motions with channel partners or FSIs.
- Experience in establishing relationships within the FSI ecosystem and key federal agencies (e.g., DOD, IC, Civilian and Health Care and Life Sciences).
- Experience in building business partnerships with public sector customers.
- Ability to manage business cycles, from prospecting to closure, to win the platform decision with these high-growth, with C-level executives, mission and business leaders, product managers, manufacturing and solution leaders.
- Ability to navigate FSI stakeholder landscapes and excellent communication, presentation, and negotiation skills.
About the job
We identify, nurture, and grow a select partner portfolio from venture-backed game-changers to engineering firms that design and deliver integrated, mission-specific technology solutions. We position Google Cloud as the "platform inside" the systems shaping the future of federal technology.We collaborate with mission business leaders to build standout solutions on Google Cloud Platform (GCP) and our partner ecosystem to achieve success. We achieve this through both sell-to and sell-through motions with our Federal System Integrator (FSI) partners. Sell to focus on accelerating digital transformation across our FSI partner enterprise and their differentiated products and solutions. We sell through and with our FSIs to help apply our customers' differentiation with GCP to offer new value and accelerate digital transformation for Federal Mission Owners. We win together (e.g., FSI, Partner, Account, and customers).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.
Responsibilities
- Build and deepen executive relationships with public sector system integrator customers. Influence long-term strategic direction and serve as a business partner.
- Discuss and manage entire cycles, often presenting to C-level executives, mission and business executives, product/solution engineering leaders with public sector customers.
- Lead account strategy in generating and developing business growth opportunities, working collaboratively with Customer Engineers, Specialists, Google Partners in order to optimize business results in territory and open up opportunities with large public sector customers.
- Understand customer technology footprint, growth plans and business drivers, technology strategy, and business landscape.
- Drive business development, forecast accurately, and achieve goals by leading customers through the entire business cycle.
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