AI Sales Specialist, ISV, Google Public Sector

AI Sales Specialist, ISV, Google Public Sector

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 an Artificial Intelligence (AI) Sales Specialist, you will contribute to the growth of our AI business by establishing and expanding relationships with both new and existing public sector customers. Your role involves direct interaction with customers to deliver genuine business value, demonstrate product functionality, and offer an overview of key business use cases. You will manage day-to-day relationships with cross-functional team members and external customers, emphasizing empathy, while identifying methods to amplify the team's overall impact to maximize value for Google Cloud.

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.

Minimum Qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in a sales role within enterprise software, cloud, or the Artificial Intelligence (AI) space.
• 4 years of experience selling SaaS solutions in an Annual Recurring Revenue (ARR) business model.
• Experience in identifying AI use cases to address customer challenges and selling transformational AI solutions to clients.
• Experience in, or supporting the Independent Software Vendor (ISV) space.

Preferred Qualifications

• Experience in prioritizing, planning, and organizing solution-based business activities within business cycles, including qualifying high-value accounts and leveraging our partner ecosystem.
• Experience in supporting long-term executive relationships and developing new territories/accounts, while ensuring customer success, adoption, and expansion.
• Experience in utilizing, contributing to, or leading the creation of compelling, repeatable AI/Analytics business plays, including materials on participant differentiation, pricing and Return On Investment (ROI).
• Experience carrying and exceeding business goals in a business role.
• Experience in, or supporting, the semiconductor industry.
• Knowledge of market trends, products, and solutions, including an understanding of Cloud and Artificial Intelligence.

Responsibilities

• Build relationships with customers as a subject matter expert and trusted advisor, managing business cycles, identifying solution use cases, and collaborating on the long-term direction of accounts.
• Deliver against quota and achieve or exceed business and growth goals, while forecasting and reporting your territory's business.
• Work with Google accounts and cross-functional teams (e.g., Customer Engineering, Marketing, Customer Success, Product, Engineering, Channels) to develop go-to-market strategies, motivate pipeline and business growth, facilitate agreements, understand the customer, and provide prospect and customer experience.
• Develop and execute account plans informed by our responsible Artificial Intelligence (AI) framework across an assigned territory or market.
• Engage with multiple customers and opportunities, understanding each customer's technology footprint and strategy, growth plans, business drivers, and how they can transform their business using Google technologies.