Account & Relationship Management (Sales)At Google, we have a vision of empowerment and equitable opportunity for all Aboriginal and Torres Strait Islander peoples and commit to building reconciliation through Google's technology, platforms and people. We welcome Indigenous applicants. Please see our Reconciliation Action Plan for more information.Minimum Qualifications:Bachelor's degree or equivalent practical experience.12 years of experience in a sales role in the Security and enterprise software in Australia and New Zealand.Experience in selling and leading a team to sell Security, SIEM, SOC, SOAR, UEBA.Experience selling to clients in the enterprise cybersecurity or IT field.Experience within a quota-carrying team, such as people management, team lead, mentorship or coaching.Preferred Qualifications:15 years of experience in people and business management, supporting career development of a high performing sales team and business growth.Experience planning and organizing go-to-market strategies, business programs, and sales activity within your team and territory.Experience leveraging knowledge of relevant products, solutions, and market trends, with the analytical abilities to analyze sales performance data or market changes, to drive strategic direction.Experience influencing cross-functional teams to impact business goals, customer experience, and customer expansion.Experience with technical stacks and solution offerings in cybersecurity.Excellent problem solving, communication, presentation, active listening, and program management skills.About the Job:As the Head of Security Sales, you will lead a team responsible for growing our Google Cloud Security business by building and expanding relationships with new and existing customers. You will effectively build relationships with internal stakeholders (e.g., Field Sales, Customer Engineering, Solution Architecture, Product) and customers. You will ensure your team has the necessary skills to demonstrate product functionality and provide comprehensive overviews of key business use cases to close business. You will support a positive, high-performing, and inclusive team culture, while leading with empathy and identifying innovative ways to multiply the impact of the team as a whole to drive overall value for Google Cloud.Responsibilities:Foster a positive team culture, support the team to drive pipelines, manage sales cycles from lead generation to customer onboarding, and meet and exceed sales goals.Develop and own the go-to-market plan to scale and impact your business in key areas, including Business growth, Net New Customer Growth, Customer Expansion and Retention, and Customer Referenceability.Partner with Field Sales, Marketing, Customer Engineering, Customer Success, Channels, Product, and Engineering to understand customers' voice, impact messaging and collateral, and provide excellent prospect and customer experience.Expand relationships to influence long-term direction and be a trusted advisor to your team and their accounts. Inspire executives at prospective customers to partner with Google.Represent your business in forecasts, town halls, and meetings; report forecasts and business performance in Salesforce and other tools.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.
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