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.
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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.
ResponsibilitiesDevelop and execute account plans to achieve renewal and growth/expansion goalsAnalyze customer history, Google relationship with customer and opportunity to present to both the Google account team and the customer, and identify key ways to upsellManage and grow a portfolio of strategic accountsMaintain 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/legalIdentify 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 needsDevelop and deliver sales presentations and proposalsPartner with both internal and external teams to present the opportunityNegotiate and close dealsUnderstand Salesforce/Vector inside and out to process contracts and communicate with legalBuild and maintain relationships with key decision-makersChallenge here is that Security stakeholders are constantly changing so being organized and deliberate on customer communications is keyStay up-to-date on a full suite of Google Cloud Security & Mandiant products and servicesAs 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 processingPurpose of the roleThe 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.
ResponsibilitiesDevelop and execute account plans to achieve renewal and growth/expansion goalsAnalyze customer history, Google relationship with customer and opportunity to present to both the Google account team and the customer, and identify key ways to upsellManage and grow a portfolio of strategic accountsMaintain 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/legalIdentify 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 needsDevelop and deliver sales presentations and proposalsPartner with both internal and external teams to present the opportunityNegotiate and close dealsUnderstand Salesforce/Vector inside and out to process contracts and communicate with legalBuild and maintain relationships with key decision-makersChallenge here is that Security stakeholders are constantly changing so being organized and deliberate on customer communications is keyStay up-to-date on a full suite of Google Cloud Security & Mandiant products and servicesAs 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 processingRequirementsBA/BS degree, technical degree desiredNative/proficient level of German and EnglishMin. 2 years B2B Sales or Business development experience in outbound sales in the IT industrySome understanding of cloud computing concepts, in particular Google Cloud PlatformAbility to connect business needs with adequate solutions, strong business acumenStrong interpersonal skills, team player and a high level of integrity and professionalismComfortable working against an assigned quota in a phone based environmentThrive in a fast-paced, high-growth, rapidly changing environmentKnowledge of CRM systems, ideally SalesforceAnalytica

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