Field Sales Representative, GovOps and Climate, Google Public Sector

Role Overview

As a Field Sales Representative (FSR) for Public Sector, you will serve as a partner to Public Sector accounts related to different public entities. You will manage account growth strategies, engaging customers with consultative value selling methodology. You will drive long-term business growth by gaining a deep understanding of our customers' critical tests and aligning them with Google Cloud's portfolio of solutions. You will lead the business process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You will advocate the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile.

Google Public Sector

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Responsibilities

• Define and execute territory and account strategies across California State Agencies (e.g., Caltrans, GovOps, and Climate).
• Establish trusted advisor relationships with cabinet-level leaders, Agency CIOs, CDOs, procurement officers, and operational program directors.
• Align Google Cloud capabilities (e.g., GenAI, Vertex AI, data platforms/BigQuery, infrastructure modernization, security) to state health priorities, public benefit delivery, and compliance frameworks (e.g., HIPAA, FedRAMP, MARS-E, State of California SAM/SIMM).
• Partner closely with Customer Success Managers (CSMs), Cloud Architects, and Partner Delivery teams post-signature to ensure rapid onboarding, project milestone achievement, and steady month-over-month consumption ramp.
• Navigate California state procurement mechanisms, Master Service Agreements (MSAs), Software Licensing Program (SLP), Leveraged Procurement Agreements (LPAs), and RFP processes.

Requirements & Qualifications

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 10 years of experience with quota-carrying enterprise technology/cloud sales selling into State and Local Government (SLED), with experience with California State agencies (e.g., Caltrans, GovOps, and Climate).
• Experience with government contracting, procurement rules, and engaged bidding processes in California.
• Experience managing a portfolio based on business, annual contract value (ACV), and consumption/burndown metrics.

Preferred qualifications:

• Experience leading consumption-oriented GTM motions—demonstrated ability to track post-sales consumption, manage pipeline from booking through deployment, and expand footprint based on production workload usage.
• Experience engaging with Caltran, GovOps, Climate or related CA state entities.
• Familiarity with how AI/ML, data analytics, and modern cloud infrastructure address modern public sector challenges (e.g., fraud/waste detection, case management modernization, interoperability, constituent self-service).
• Track record of orchestrating cross-functional teams (e.g., solutions engineering, customer engineering, legal, regulatory compliance, partners, executive leadership).

Compensation & Benefits

brings the magic of Google to the mission of government and education with solutions purpose-built for enterprises. We focus on helping United States public sector institutions accelerate their digital transformations, and we continue to make significant investments and grow our team to meet the complex needs of local, state and federal government and educational institutions.Individual pay is determined by factors including job-related skills, experience, and relevant education or training.

US: $118000 - $171000 (USD) + 150% bonus target + equity + benefits

benefits at Google

Application Instructions

Apply directly on Google Careers at Field Sales Representative, GovOps and Climate, Google Public Sector↗.

Direct application sign-in: Submit Application↗

Note: Applicants in the County of Los Angeles: Qualified applications with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act.Applicants in San Francisco: Qualified applications with arrest or conviction records will be considered for employment in accordance with the San Francisco Fair Chance Ordinance for Employers and the California Fair Chance Act.