- We offer a 10-month project at a leading Tech company|Experience selling to clients in the enterprise cybersecurity or IT field.
Our client is one of the Big Five companies in the American information technology industry that specialises in Internet-related services and products, which include online advertising technologies, a search engine, cloud computing, software, and hardware.
You work within one or more teams to support sales strategy implementation, opportunity sizing, pitching and deployment of solutions to customers.
You demonstrate full working knowledge of supported industry or vertical, and an understanding of cloud's product and technology developments.
As part of digital sales, you focus on higher velocity & transactional sales cycles in all business segments, bringing the company's portfolio into companies around the world. Handling customers and stakeholder relationships with ease, you drive business directly over the phone/video call, from the office and indirectly via re-seller partners, ensuring that customers receive high quality customer experience.
In addition to having a passion for sales, you also possess analytical, organisational and creativity skills that allow you to prioritise high value customers and drive new business growth opportunities at scale.
You deliver full pieces from the team's strategic plan for accounts, such as identifying customer needs, catalysing customer actions, campaign or product implementation, optimisation and troubleshooting, product adoption and expansion, and core account hygiene, with minimal assistance. Achieve revenue objectives expected for the team.
Identify and recommend creative ways to improve on troubleshooting defined problems via selection of better methods/tools. Address commonly escalated issues or triage when required. Easily drive identification of customer needs and translate their objectives into the right upsell solutions that can help clients meet KPIs.
Identify key stakeholders internally to build network and contribute to cross-team collaborations. Develop relationships with customers, acting as a point of contact for customers/agencies.
Knowledge & Skills
- Ability to convert and/or uncover open-ended real world problems within the business context into trackable metrics or a structured analytical/statistical framework, as well as the ability to generate business-related insights from data analysis in a way that is meaningful to the stakeholders.
- Ability to analyze information, draw conclusions, generate alternatives and solutions, and evaluate outcomes. This includes the ability to use data to add value to business planning and strategies. Proactively identify impactful business opportunities and/or gaps in systems and workflows. Develop a plan of action and influence / drive team for large business outcomes.
- Knowledge of Google Cloud and associated market / industry trends and buyer personas.
- Ability to build trusting, collaborative relationships and rapport internally and externally and is seen as a trusted advisor. This includes being approachable, engaged, authentic, and relating well to people regardless of personality or background.
- Ability to identify and establish links between the customers objectives and business objectives. This includes choosing the most appropriate or creative solution based on the identified needs and providing a clear benefit(s) of each solution pitched. Ability to compel and/or produce effects on the actions, behaviors, opinions of others without positional authority.
- Ability to ask the right questions based on customer business objectives and point of views, to unlock opportunities and to align company, partner, and end-user goals.
- Ability to use knowledge of the customer's buying cycle and competitors offerings to position and drive the business to the next level.
- Ability to establish or adapt sales/partnership strategies by integrating and applying ones understanding of the customer, competitive intelligence, external trends, and data from lagging/leading metrics. This includes knowledge and application of basic sales/partnership concepts and techniques (e.g., discovery, qualifying individuals, relationship mapping, objection handling, upselling, closing, outreach).
Responsibilities:
- Drive product conversion, upsell, adoption and customer satisfaction over the phone with customers. Work hands-on with Google Cloud products to demonstrate integrations in customer environments.
- Work with reseller partners to generate additional demand and execute sales cycles through partner channels.
- Identify opportunities for cross-sell of other company products.
- Prepare and deliver product messaging in an effort to highlight Google Cloud value proposition using value and solution selling techniques. Develop slide presentations, exec briefings, product demonstrations, white papers, and other key documents.
- Liaise with marketing and product teams to improve the overall experience. Work hand-in-hand with Field Sales, Engineering, Customer Success, TAM, SE,SMB and Sales/Business Development functions to explore opportunities from a technical perspective, and collaboratively qualify opportunities.
- Make recommendations on integration strategies, enterprise architectures, platforms, and application infrastructure required to successfully implement a complete solution providing best practice advice to customers to optimise Google Cloud effectiveness.
- Leverage customer feedback to drive improvements to the content shared with the customers.
We offer a 10-month contract based in Malaga or Madrid, and a competitive salary + a sales bonus plan (paid quarterly).
The work will be in hybrid format: 2 days off-site and 3 days on-site.
