Customer Acquisition Lead, Google Cloud

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
  
• 10 years of experience in software sales and account management at an enterprise business-to-business (B2B) software company.
  
• Experience in business development related to technology solutions (e.g., IaaS, PaaS, SaaS and managed services).
  
• Experience working in an operational role such a project or program management.
  

Preferred qualifications:

• 7 years of experience selling infrastructure software, databases, analytic tools, or applications software with a track record in exceeding sales goals.
  
• Experience with managing partners in complex implementation projects including global system integrators and packaged software vendors.
  
• Experience with large, complex commercial and legal agreements, working with procurement, legal, and business teams.
  
• Ability to work with sales engineers and customer’s technical leads to inventory existing software estate, define migration plans, and build business cases for migrations.
  
• Ability to leverage C-level relationships with executives to sell software against competitors.

About the job

As a Customer Acquisition Lead for North America Enterprise in Google Cloud, you will help create and execute a go-to-market (GTM) strategy for new customer acquisition. You will be responsible for managing the execution and scale strategy through collaboration with a cross-functional group of Solutions Leads, GTM Practice Leads, Product Engineering, Marketing, Partner, Solutions Management, and Sales teams.

In this role, you will prioritize and position business plays, programs, and tools to build a pipeline and drive new customer adoption to exceed the North America customer acquisition goals. You will showcase thought leadership by identifying and parsing industry trends in cloud computing as well as customer feedback to recommend, plan for, and address core market opportunities to identify and win new customers. You will partner with the Customer Engineering (CE) 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 $179,000-$255,000 + 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

• Work closely with global, sub-region, and micro-region leads on creating and executing Google Cloud's Customer Acquisition GTM strategy.
• Implement North America programs/tools to exceed customer acquisition goals and leverage data, insights, feedback to help identify strategies to drive sales play scale in Greenfield.
• Own mechanisms like Greenfield enablement calendar, content, activation, and help amplify best practice sharing across regions.
• Curate Strategic Sales Engagements as well as Scale Sales Plays to enable Greenfield (GF) and workload acceleration.
• Partner with GTM Practice teams, Marketing teams, Business Development Representative teams, Customer Engineering teams, and Partner teams to ensure a connected customer acquisition strategy.