Director, NorthAm Startups Acquisition Sales, Google Cloud
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Minimum qualifications:
- Bachelor's degree or equivalent practical experience
- 15 years of experience in software sales, channel sales, or strategic account management at an enterprise B2B software or IT/infrastructure company.
- 10 years of experience operating in a senior business/revenue generating role within a Digital Native/startup-focused business
- 10 years of experience building and leading teams
- Experience engaging and building relationships with C-Levels within startups. Experience managing operational business units
Preferred qualifications:
- Experience working cross-functionally with Partner, Customer Engineering, and Marketing teams to drive results as a business partner
- Ability to leverage C-level and startup founder relationships
- Experience with large complex commercial and legal negotiations working with procurement, legal, and business teams in large enterprises
- Experience working with partners in complex implementation projects
- Ability to work with pre-sales and customers’ technical leads to inventory existing software estate, define migration plans, and build business cases for migrations
- Ability to be present and frequently engaged in the startup community (including the accounts your business manages as well as the startup community overall).
About the job
As the Director Startup Acquisition Sales for North America, you will define and implement the go-to-market strategy for Google Cloud’s business centered on advancing the growth of startups on the platform. You will be responsible for defining a cross-functional strategy that results in increased market-share from well-funded, well-backed startups supported by the world’s top VC firms. This leader will also partner with the Startup leadership team in the continued evolution of the end-to-end startup strategy, including early stage acquisition, ecosystem involvement, and advancing Google Cloud’s brand in the startup space.
This leader will also act as a market ambassador for Google Cloud in the startup ecosystem, including frequent engagement with venture capital firms, incubators/accelerators, founder communities, and press/analysis (as an approved public speaker). In this role, you will be expected to be a thought leader for Google Cloud with startups and be an outspoken and highly visible executive inside and outside the walls of Google. This role is an integral part of the North America Startup Segment Senior Leadership Team.
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.US: $176000 - $245000 (USD) + 150% bonus target + equity + benefits
Learn more about benefits at Google.
Responsibilities
- Lead the Startup Acquisition Sales team focused on accelerating and growing a named set of high-profile, VC-backed startups. Own responsibility for revenue and bookings targets which represent substantial growth for the business.
- Lead account and territory management and planning initiatives within the geography. Drive consistent business growth by managing sales cycles (including prospecting, qualifying, forecasting, and managing book of business) in the identified accounts through partners.
- Develop and nurture partner relationships with partners to support the sales motion, ensuring sufficient partner leverage to cover the market. Negotiate and manage end-to-end complex sales-cycles, presenting to C-level executives in the identified accounts.
- Actively engage in the startup ecosystem as a thought leader and Google Cloud ambassador via public speaking, event/ecosystem programs, and press/analyst activities.
- Lead operational cadence to ensure adequate pipeline and agreement closure.
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