Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Munich, Germany; Frankfurt, Germany.
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 B2B software company.
- Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
Preferred qualifications:
- Experience qualifying leads and presenting the value proposition of cloud, data, and AI technologies against customers’ strategic business opportunities and challenges and showcasing current technology trends and Google Cloud differentiators.
- Experience supporting large enterprise organizations, expanding existing accounts, securing new customers, and accelerating consumption business.
- Experience leading cross-functional teams and partners in project implementation and negotiation.
- Experience with agreements structuring, negotiating sophisticated commercial agreements, and supporting multi-year engagements.
- Proven track record of managing and expanding a portfolio of existing executive relationships within the global automotive sector to meet commercial goals.
- Ability to demonstrate business and financial acumen.
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) on the Automotive team, you will serve as the executive selling to the most strategic enterprises in Google Cloud. You will leverage existing relationships with CEOs and C-level executives, developing new relationships with business unit leaders to understand their unique company issues and to influence their perspective of Google solutions. You will be a strategic partner to customers, leveraging consultative value selling methodology to drive long-term business growth. You will do this with a deep industry understanding, communicating the business value of Google while driving shareholder value. You will lead the end-to-end business process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You will advocate the innovative power of our 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.
Responsibilities
- Build and deepen executive relationships with one of our strategic automotive enterprise customers.
- Negotiate and manage end-to-end business-cycles, often presenting to C-level executives internally and externally.
- Lead account strategy in generating and developing business growth opportunities, orchestrating collaboratively internal team members from several different functions as well as Google partners.
- Understand customer’s technology footprint, strategic growth plans and business drivers, transformation strategy and external landscape.
- Create value propositions for the customer based on in-depth understanding of the customer issues in combination with identifying the right solution utilizing our Unique Selling Proposition (USPs).
Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Google's EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know by completing our Accommodations for Applicants form.
