- Organization: Google
- Locations:
- New York City
- Cambridge
- United States
- Employment Type: Full-time
- Work Mode: Field / Hybrid (customer-facing & cross-functional collaboration)
- Salary Range: $134,000 – $198,000 base + bonus + equity + benefits
- Experience Level: Senior / Strategic Sales
- Domain: AI Solutions • Cloud Sales • Enterprise Technology
2. Organization & Team Overview
Google Cloud delivers enterprise-grade AI and cloud solutions to organizations worldwide. The AI Sales Specialist role focuses on expanding AI adoption among Independent Software Vendors (ISVs) and enterprise customers.
This role sits at the intersection of AI innovation, enterprise transformation, and strategic sales leadership.
3. Role Purpose
Drive adoption and revenue growth of AI and cloud solutions by helping customers identify high-impact AI use cases, build new AI-powered products, and transform their business operations.
4. Key Responsibilities
Customer & Relationship Leadership
- Build trusted advisor relationships with customers and executives
- Influence strategic direction and long-term technology decisions
- Lead complex enterprise sales cycles
AI Solution Selling & Use Case Development
- Identify AI use cases that solve business challenges
- Demonstrates product capabilities and business value
- Support customers building AI-powered products
Revenue & Territory Management
- Meet/exceed quota and growth targets
- Forecast and manage territory performance
- Develop and execute strategic account plans
Cross-Functional Collaboration
- Partner with Customer Engineering, Marketing, Product, and Customer Success teams
- Build go-to-market strategies and pipeline growth
- Work across procurement, legal, and technical stakeholders
Strategic Account & Market Intelligence
- Understand customer technology landscape & business drivers
- Track competitors and market trends
- Align solutions to digital transformation initiatives
5. Minimum Qualifications
Education & Experience
- Bachelor’s degree or equivalent practical experience
- 10+ years in enterprise software, cloud, or AI sales
- Experience selling AI technology or identifying AI business use cases
6. Preferred Qualifications
Strategic Sales Excellence
- Proven track record exceeding revenue targets
- Experience building executive-level relationships
- Territory & account expansion experience
Enterprise Sales Execution
- Managing complex solution-based sales cycles
- Partner ecosystem collaboration
- Building transformation business cases & implementation plans
Technical & Market Understanding
- Cloud & AI market knowledge
- Foundational technical understanding of AI and cloud platforms
Professional Skills
- Negotiation & active listening skills
- Problem-solving & strategic planning ability
- Cross-functional leadership
7. Core Competency Areas
AI & Cloud Solution Expertise
- AI/ML business applications
- Cloud platforms & digital transformation
- AI product enablement & modernization
Enterprise Sales Strategy
- Complex deal management
- Pipeline & territory planning
- Executive stakeholder engagement
Business Transformation Consulting
- ROI & business case development
- Technology modernization strategies
- Strategic growth planning
Cross-Functional Collaboration
- Partner ecosystem leverage
- Technical & product team coordination
- Customer success alignment
8. Success Indicators
- Achievement and surpassing of quota targets
- Increased AI adoption and platform usage
- Long-term strategic partnerships with customers
- Successful AI-powered product launches
- Expansion of accounts and territories
9. Ideal Candidate Profile
A strategic enterprise seller who combines business insight, AI knowledge, and relationship leadership to drive digital transformation outcomes.
Key traits:
- Executive presence & influence
- Consultative selling mindset
- AI innovation awareness
- Strategic thinking & negotiation strength
- Ability to manage complex enterprise cycles
10. Compensation & Benefits
Base Salary: $134K – $198K
Additional Compensation:
- Performance bonus / commission
- Equity awards
- Comprehensive benefits package
11. Career Value & Growth
This role provides:
✅ Exposure to enterprise AI transformation projects
✅ High earning potential with quota incentives
✅ Strategic customer leadership experience
✅ Access to cutting-edge AI technologies
✅ Pathway to regional sales leadership or global strategy roles