Purpose of the Role

Join our Digital Sales team and help businesses across EMEA discover the value of Cloud. You will identify sales opportunities, engage with prospective and existing customers, understand their business needs, and recommend relevant Cloud products, solutions, and services.

As a Digital Sales/Solution Representative, you will drive direct and indirect sales, identify upsell opportunities, and support customers throughout the sales process, from initial qualification to successful deal closure. Working closely with Partner Sales and Field/Channel Sales Representatives, you will help accelerate pipeline growth, strengthen customer relationships, and contribute to revenue targets.

As a member of the sales team, you will act as a customer-facing and partner-facing resource, demonstrating the value of Google Cloud solutions and helping businesses identify opportunities to innovate, optimize operations, and achieve their goals.

You will work towards individual and team sales targets in a fast-paced, collaborative environment, leveraging data, CRM tools, and ongoing training to maximize sales performance and customer success.

Responsibilities

- Sales Execution: Manage the sales process from initial qualification through successful deal closure. Demonstrate product value, identify upsell opportunities, resolve basic technical issues, and monitor customer consumption against contracted products.

- Partner Orchestration: Collaborate with Partner Sales to build client relationships and deliver tailored solutions that address customer needs. Communicate and champion the Google Cloud value proposition and partner engagement model with prospective customers.

- Pipeline Acceleration: Support opportunities handed off to partners, ensuring they leverage the appropriate sales content, resources, and programs to remove blockers and accelerate pipeline progression.

- Strategic Forecasting and Opportunity Management: Align with partners on opportunity stages, updates, and forecasts. Maintain accurate and complete opportunity data in Salesforce to support effective pipeline management and reporting.

- Customer Engagement: Act as a customer-facing and partner-facing resource, participating in key meetings to communicate the Cloud value proposition across a broad portfolio of products, solutions, and services.

- Revenue Accountability: Achieve individual sales targets and support the Field/Channel Sales Representative in delivering revenue targets and managing overall sales execution.

- Territory Management: Analyze market insights and leverage data to identify opportunities. Collaborate with internal teams to execute outbound campaigns, evaluate results, and optimize strategies for outbound pipeline generation.

- Training and Development: Leverage a Learning Management Solution (LMS) to complete relevant training and certifications, continuously developing product knowledge and sales capabilities.

Requirements

• Experience in consultative solution selling within a B2B environment, ideally involving enterprise IT or cloud service provider products and services.
• Strong interpersonal and listening skills, with the ability to build relationships and add value to a broad range of customers and stakeholders.
• Confident and outgoing communication style, with experience in outbound phone sales and the ability to manage complex sales cycles involving multiple decision-makers.
• Proven success in acquiring new clients, including cold calling, prospecting, and delivering compelling sales pitches.
• Demonstrated ability to achieve and exceed sales quotas and performance targets.
• Understanding of cloud computing concepts, including IaaS, PaaS, and SaaS, as well as the competitive landscape of cloud service providers.
• Ability to thrive in a fast-paced, high-growth, and rapidly changing environment.
• Knowledge of CRM systems and experience maintaining accurate sales pipeline and opportunity data.
• Analytical mindset, with a proactive and self-motivated approach to achieving individual and team goals.
• Strong organizational skills, including pipeline management, time management, and prioritization.
• Ability to receive and incorporate coaching and feedback, adapting sales pitches and positioning to improve performance.
• Strong relationship-building skills and the ability to collaborate effectively across cross-functional and matrixed teams.
• Excellent analytical skills, including the ability to work with large datasets, identify trends, and draw insights to support business strategy.
• Ability to work independently, learn quickly, adapt to change, and contribute effectively within a team environment.
• Experience executing email campaigns using marketing automation and CRM tools.
• Passion for cloud computing and Google Apps.

Desirable

• Experience in B2B sales within the cloud computing industry.
• Experience using Salesforce and marketing automation platforms such as Marketo.
• Proficiency in Microsoft Excel and/or Google Sheets, particularly for data analysis and reporting.
• Experience managing partner relationships and coordinating sales opportunities across multiple stakeholders.
• Strong business acumen and the ability to translate customer requirements into relevant technology solutions.
• A goal-oriented, proactive, and resilient mindset, with a strong focus on continuous improvement and sales performance.

Desirable Skills

• Process Excellence: Systematically improving sales processes to enhance efficiency, effectiveness, and quality.
• Collaboration: Working effectively with internal teams and external partners, sharing knowledge and resources to achieve common goals.
• Communication: Clearly communicating ideas, product value propositions, and recommendations across different channels and audiences.
• Emotional Intelligence: Understanding and managing interpersonal dynamics to build strong customer and partner relationships.
• Open-Mindedness: Considering different perspectives and adapting approaches to meet changing customer needs.
• Critical Thinking: Evaluating information, analyzing data, and making informed decisions to improve sales performance.
• Solution Orientation: Identifying customer challenges and recommending practical, effective solutions.
• Entrepreneurship: Demonstrating initiative, creativity, and a proactive approach to identifying business opportunities and driving growth.

Benefits

The benefits package was not included in the information provided for this position. The section below follows the structure of the example and can be completed once the applicable details are confirmed.

• Salary: 28500€ gross/year + up to 9000€ gross/year in bonus
• Full-time employment, with working arrangements to be confirmed.
• Opportunities for professional development and career progression.
• Continuous training and certifications in Cloud products and solutions.
• Ongoing coaching and support to facilitate personal and professional growth.
• Opportunities to participate in sales initiatives and performance-based contests, where applicable.
• A collaborative and dynamic working environment with opportunities to work with colleagues and partners across teams.