Overview:
SoftwareOne and Crayon have come together to form a global, AI-powered software and cloud solutions provider with a bold vision for the future. With a footprint in over 70 countries and a diverse team of 13,000+ professionals, we offer unparalleled opportunities for talent to grow, make an impact, and shape the future of technology. At the heart of our business is our people. We empower our teams to work across borders, innovate fearlessly, and continuously develop their skills through world-class learning and development programs. Whether you're passionate about cloud, software, data, AI, or building meaningful client relationships, you'll find a place to thrive here. Join us and be part of a purpose-driven culture where your ideas matter, your growth is supported, and your career can go global.
Responsibilities:
Job Summary
We are looking for a commercially driven Google Cloud Sales Specialist who thrives at the intersection of technology and business. In this role, you will own the full sales cycle for Google Cloud opportunities - from prospecting and pipeline development through to close - while leaning on technical resources and Google's partner ecosystem to bring the right solution to each customer.
You are not an engineer, but you speak the language. You understand cloud well enough to have credible conversations with IT leaders and business stakeholders alike, and you know when to bring in a solutions architect versus when to close the room yourself. What sets you apart is your ability to build relationships, uncover business pain, and drive urgency around Google Cloud investment decisions.
Role & Responsibilities
Pipeline & Revenue Generation
* Own and grow a named account list or geographic territory, building a qualified Google Cloud Platform, Google Workspace, and Gemini Enterprise pipeline from both new logo and existing customer expansion
* Prospect through outbound outreach, partner referrals, Google co-sell motions, and marketing-generated leads
* Consistently achieve or exceed quarterly and annual revenue targets for Google Cloud bookings
* Maintain accurate pipeline hygiene, forecasting, and activity tracking in CRM (Salesforce or equivalent)
Sales Cycle Leadership
* Lead discovery meetings to uncover business objectives, cloud maturity, competitive landscape, and buying process
* Develop account plans, mutual success plans, and champion-building strategies for each active opportunity
* Coordinate internal resources - solutions engineers, delivery leads, and Google partner managers - to build and present winning proposals
* Navigate complex, multi-stakeholder sales cycles across IT, Finance, and C-suite decision makers
* Drive commercial negotiations, handle objections, and close contracts with confidence
Customer Relationships
* Act as a trusted business advisor - not just a vendor - focused on long-term customer success and expansion
* Conduct regular executive business reviews to align on roadmap, adoption, and growth opportunities
* Identify and develop upsell and cross-sell motions within existing accounts, growing GCP consumption over time
* Gather customer feedback and advocate internally for product and service improvements
Google Partner Ecosystem
* Build and maintain strong relationships with Google Cloud account teams, partner development managers, and specialist sales reps
* Participate in Google co-sell opportunities, deal registrations, and partner incentive programs
* Represent the company at Google Cloud events, partner summits, and industry conferences
* Stay current on GCP commercial programs, partner incentives, and competitive positioning
Ability to travel up to 30%
Qualifications:
What you offer
Experience
* 5+ years of B2B technology sales experience, with at least 2 years selling cloud solutions (GCP, AWS, or Azure)
* Proven track record of meeting or exceeding quota on complex, solution-based deals
* Experience managing mid-market and enterprise accounts with deal sizes ranging from $100K to $2M+
* Familiarity with Google Cloud's portfolio and partner ecosystem is a strong advantage
Sales Skills
* Skilled at multi-threading - building relationships across IT, Finance, Operations, and the C-suite simultaneously.
* Strong discovery and qualification skills with a structured methodology (MEDDIC, Challenger, SPIN, or similar)
* Able to build and execute account plans, territory strategies, and champion-based closing approaches
* Comfortable leading commercial negotiations and contract discussions
* Disciplined pipeline manager with strong CRM hygiene and forecasting accuracy
Technical Fluency
* Conversational knowledge of cloud computing concepts: infrastructure, data & analytics, AI/ML, application modernization, and security
* Able to engage credibly with IT decision-makers on topics such as cloud migration, cost optimization, and digital transformation - without needing to deliver technical demos yourself
* Comfortable articulating GCP's key differentiators vs. AWS and Azure at a business and architectural level
* Familiar with common enterprise IT concepts: hybrid cloud, Kubernetes, data platforms, generative AI use cases
Communication & Business Skills
* Polished executive presence with strong verbal and written communication skills
* Able to craft and deliver compelling presentations and business cases to senior stakeholders
* Strong commercial acumen - able to build ROI and TCO narratives that justify cloud investment
* Collaborative by nature - works well with technical teammates, delivery leads, and partner resources
Preferred Qualifications
* Google Cloud Digital Leader or Google Cloud Sales Credential certification
* Experience selling through a partner or channel model, including Google co-sell motions
* Vertical expertise in Financial Services, Retail, Healthcare, Manufacturing, or Public Sector
* Familiarity with managed services, professional services, or consumption-based commercial models
* Existing relationships within the Google Cloud field sales or partner organization
Success Criteria
* GCP bookings quota attainment: > 100% quarterly and annually
* New logo acquisition: 4-6 net-new customers per year
* Pipeline coverage: 3 quota in active pipeline at all times
* Existing account expansion: 20%+ YoY growth in managed accounts
* CRM data quality & forecast accuracy: > 85% forecast accuracy quarterly
Organizational Alignment
* This role reports into the Presales Director
* Partner closely with GCP Alliances Director, Sales, Channel, Solution Sales, Presales, and Services to support deal execution and co-sell motions
What we offer
* Generous pay with bonus structure (quarterly or bi-annual depending on the role)
* Independent environment without a lot of red tape where you are empowered to make decisions
* Substantial benefits package that includes:
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* Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions plus additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness
* 401k program with employer matching 50% up to the first 10% of employee's contributions
* Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
* Access to EAP and concierge services plus pre-paid legal at no cost
* Abundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)
* Employee stock purchase plan
* Learning and development opportunities galore, tuition reimbursement, and much more!
* Specific to Nashville and Milwaukee-based office employees: company-paid parking
* Winning culture, inclusive environment, and friendly people all over the world
* A remote-friendly organization, with colleagues working remotely either part or full-time
Target compensation for this role will be $120-150K USD (mix of base sal
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