Key Account Executive, Public Sector Sovereign, Cloud

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.

As a Key Account Executive (KAE) for the Public Sector, you will serve as a partner to Public Sector accounts related to different public entities across Ottawa. You will manage account growth strategies, engaging customers with consultative value selling methodology. You will drive long-term revenue growth by gaining an understanding of customers' critical issues and aligning them with Google Cloud's portfolio of solutions.

You will lead the end-to-end sales process, from initiating customer conversations to orchestrating internal and external teams to deliver revenue commitments and increased consumption.

• Drive revenue growth by developing and implementing sales strategies, building trusted consultative relationships, and leveraging emerging technology trends, market analysis, and cloud solution expertise.
• Manage and track the sales pipeline, from lead to close, ensuring health and accurate forecasting.
• Negotiate multi-year contracts and formulate persuasive proposals that illustrate clear return on investment through customer business cases and comprehensive deployment plans.
• Mobilize internal experts (Customer Developing, Partner, Post-Sales) and external partners to drive consumption and deliver a seamless customer experience.

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in quota-carrying cloud or software sales, or consultative account management at a B2B software company.
• Experience working with the public sector market (e.g., federal government/defence and security entities) across Canada.
• Experience engaging and building relationships with a wide range of internal teams and customer stakeholders.
• Experience managing the full sales cycle (pipeline management, forecasting, reporting) and managing commercial negotiations and agreements.
• Active, or the ability to obtain, a Secret security clearance.

• Experience with consultative selling to the public sector, asking questions, presenting proposals, and building multi-year account strategies.
• Experience qualifying leads and presenting the value proposition against customers' business opportunities.
• Experience expanding accounts, securing customers, and accelerating revenue, leading cross-functional teams and partners to co-sell and win.
• Experience with agreement structuring and negotiating sophisticated commercial agreements.
• Experience leading cross-functional teams and partners in project implementation and negotiation.
• Ability to communicate in English and French fluently.

The Canada base salary range for this full-time position is CAD 182,000–187,000 + bonus + equity + benefits.

Bachelor's degree or equivalent practical experience. 10+ years of quota-carrying cloud or software sales experience. Public sector experience in Canada including federal government, defence, and security entities. Active or ability to obtain a Secret security clearance.