Senior Principal, Value Creation, Google Cloud

Minimum qualifications:

• Bachelor’s degree or equivalent practical experience.
• 10 years of experience in a value engineering, technical project management, strategy consulting, pre-sales, sales strategy, program management, or customer-facing role.
• Experience managing and influencing business executive stakeholders.

Preferred qualifications:

• Master’s degree in Business, Statistics, Mathematics, Economics, Engineering or Applied Science, or a related field.
• Knowledge of value selling methodology and processes, opportunities, value chain, and value realization across cloud technology.
• Understanding of cloud sales and services, and a passion for AI.
• Ability to operate efficiently and effectively with enthusiasm and flexibility in a fast-paced, constantly-evolving team environment.
• Ability to work with customers to deliver true business value and financial business cases for GCP products and platforms in their language.
• Excellent verbal, written, formal presentation, communication and facilitation skills.

About the job

As a Value Creation Principal, you will be responsible for developing and driving the value selling methodology for Google’s core products including Data, AI, Security, Infrastructure, and Collaboration. You will collaborate with and influence global sales, and product teams on using these strategies to accelerate Google Solution adoption. This role combines foundational AI understanding, enterprise selling experience, and the ability to translate products into near and long term business impact for the customer.Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s cutting-edge technology, and tools that help developers build more sustainably. Customers in more than 200 countries and territories turn to Google Cloud as their trusted partner to enable growth and solve their most critical business problems.

Responsibilities

• Create and iterate a value selling methodology across Google’s core set of products such as Data, AI, Security, Infrastructure and Collaboration while working cross-functionally to drive broad-based adoption of value selling assets, insights, and resources.
• Partner with global sales, product, and customer stakeholders to craft compelling value propositions that demonstrate tangible and measurable impact of our technology and to develop value centric assets and tools for new and existing sales plays.
• Drive customer centric value pitches development, business cases and TCO analysis, and scalable value templates.
• Utilize Google, customer, and third-party data, frameworks, models, and tools to justify and accelerate customers’ investment decisions.
• Educate cloud sales and engineering leadership on customer patterns and emerging AI trends based on customer value engagements, while sharing best practices and learnings with the broader cloud sales organization.