The posting
Purpose of the role
The Retention and Expansion Specialist on the Security Customer Outcomes team is responsible for managing and growing a portfolio of EMEA accounts across various countries by renewing, upselling, and cross-selling.
The ideal candidate will have a proven track record of success in a sales or account management role, with experience in the technology industry. Specialists are expected to be proficient across Google Cloud's Security product SaaS offerings and effectively represent Google Cloud's full suite of products and services by using technical, organizational, and customer knowledge to influence clients and grow revenue.
Responsibilities
- Develop and execute account plans to achieve renewal and growth/expansion goals
- Analyze customer history, Google relationship with customer and opportunity to present to both the Google account team and the customer, and identify key ways to upsell
- Manage and grow a portfolio of strategic accounts
- Maintain relationship with customer, identify key dates of contract expiration by product and ensure you are getting in front of customer team with ample time to renew contract and process through Vector/legal
- Identify and qualify new opportunities within existing accounts for upsell
- Accounts may be Google Cloud or Google Cloud Security customers and it’s important to identify key product characteristics and alignment with customer needs
- Develop and deliver sales presentations and proposals
- Partner with both internal and external teams to present the opportunity
- Negotiate and close deals
- Understand Salesforce/Vector inside and out to process contracts and communicate with legal
- Build and maintain relationships with key decision-makers
- Challenge here is that Security stakeholders are constantly changing so being organized and deliberate on customer communications is key
- Stay up-to-date on a full suite of Google Cloud Security & Mandiant products and services
- As Chronicle, Mandiant, SCC, BCC and VT will be under the same umbrella, there will be a lot of knowledge required about product specifics, service descriptions, pricing models and renewal processing
Requirements
- BA/BS degree, technical degree desired
- Native/proficient level of German and English
- Min. 2 years B2B Sales or Business development experience in outbound sales in the IT industry
- Some understanding of cloud computing concepts, in particular Google Cloud Platform
- Ability to connect business needs with adequate solutions, strong business acumen
- Strong interpersonal skills, team player and a high level of integrity and professionalism
- Comfortable working against an assigned quota in a phone based environment
- Thrive in a fast-paced, high-growth, rapidly changing environment
- Knowledge of CRM systems, ideally Salesforce
- Analytical mindset and go-getter attitude; self-motivated to achieve personal goals and goals set for the team
- Organized and has pipeline management, time management skills and prioritization skills
- IT skills: essential computer skills to navigate efficiently a computer based job
Desirable
- Cloud certification or Cyber Security certification
- B2B sales experience within Cyber Security
- Goal oriented, self-motivated individual who is proactive, confident competitive and tenacious
- Understanding of local market and local business environment
Desirable Skills
- Process Excellence: Systematically improving organizational processes to enhance efficiency, effectiveness, and quality
- Collaboration: Working effectively with others, sharing ideas and resources to achieve common goals
- Communication: Exchanging information, ideas, and messages between individuals or groups through various channels and mediums.
- Emotional Intelligence: Understanding and managing one's own emotions and the emotions of others to foster positive relationships and enhance the impact of actions
- Open Mindedness: Considering and appreciating diverse perspectives and ideas, fostering collaboration
- Critical Thinking: Evaluating information and arguments, leading to informed and effective decisions based on data insights
- Solution Orientation: Approaching problems and challenges with a focus on finding practical and effective solutions
- Entrepreneurship: Having a mindset characterized by innovation, creativity, risk-taking, and a proactive approach to problem-solving and opportunity identification
Benefits
- Full time position (39h per week, Monday to Friday).
- This is a Hybrid working model in Barcelona.
- Competitive Salary.
- Relocation support
- Permanent Contract.
- Referral Program: Bring a Friend and get a Referral fee (up to 2.000€ depending on the language/project).
- A permanent presence of coaches who will facilitate your personal and professional development.
- Established career path to grow within the project.
- Continuous training and certifications within Google products.
- Bi-weekly, monthly or quarterly contests.
- Employment with the world's largest provider of contact center services.
- Excellent work environment, great colleagues, social arrangements and personal development.
- Dynamic business casual environment with colleagues of all ages gathered in a highly-motivated team.
Diversity, Equity & Inclusion
TP is home to a global family with various backgrounds and lifestyles. We will always embrace diversity and never discriminate against employees or applicants based on gender identity or expression, sexual orientation, race, religion, age, national origin, citizenship, disability, pregnancy status, veteran status, or other differences.
