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 idóneo 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 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 upsellAccounts 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 PlatformAbility 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 p

📌 EMEA Renewals Representative with German (Barcelona)
🏢 TP
📍 Barcelona