Google Presales Specialist

Job SummaryWe are looking for a Google Presales Specialist who sits at the intersection of commercial acumen and Google licensing expertise. In this role, you will partner with SoftwareOne's North America (NORAM) field Account Managers (AM) to prospect, qualify, and advance Google Workspace, Google Cloud infrastructure, and Gemini for Enterprise opportunities — across new logo, expansion, and renewal motions.You are not a solutions architect. Your technical center of gravity is Google licensing, consumption modeling, and commercial packaging — deep enough to own the commercial shape of the deal, recognize the right SKU mix, and guide customers through right-sizing and renewal conversations. When an opportunity requires architecture, migration, or integration work, you hand off cleanly to SoftwareOne's Google Solutions Engineers and Cloud Architects.You are commercially accountable. You carry a direct revenue quota aligned to the field AM's Google quota on supported deals — measured on closed revenue, not sourced pipeline. You typically partner with an AM on active opportunities, but you are equipped to own the full sales motion on licensing-led deals and renewals where AM engagement is limited.SoftwareOne is an AI‑forward company. We actively use AI across our business to improve productivity, decision‑making, and outcomes - and we are intentional about hiring people who are curious, hands-on, actively apply AI, and lead by example as technology continues to evolve. Location preference: This role has a strong preference for candidates based in or near Nashville, TN (BNA). Candidates based in Milwaukee, WI (MKE) or Raleigh-Durham, NC (RDU) will also be prioritized. Remote is possible for the right candidate. Role & Responsibilities  Opportunity Development & Deal ExecutionPartner with NORAM field AMs to identify, qualify, and advance Google Cloud Platform, Google Workspace, and Gemini for Enterprise opportunities — both new logo and expansion.Prospect within named accounts and white space through outbound outreach, partner referrals, Google co-sell motions, and marketing-generated leads.Lead discovery meetings to uncover business objectives, cloud maturity, licensing posture, competitive landscape, and buying process.Shape opportunities through solution positioning, licensing guidance, and commercial qualification — enabling AMs to drive deals to close.Register qualifying Google deals and maintain deal registration hygiene across the opportunity lifecycle.Contribute to account plans, mutual success plans, and champion-building strategies for active opportunities.Carry a direct revenue quota aligned to field AM Google attainment on supported deals — measured on closed revenue, not sourced pipeline. Ability to advance and close deals independently when an AM is not engaged is a plus, not an expectation.Own the full sales motion on in-scope opportunities where AM engagement is limited — including renewals, true-ups, and license-expansion motions where licensing and consumption expertise is the primary value.Maintain accurate activity tracking, deal notes, and forecast inputs in CRM.Sales Partnership & Technical HandoffAct as the Google commercial and licensing partner to field AMs across the NORAM sales motion — from prospecting through technical validation and renewal.Own licensing modeling, SKU structure, and consumption/cost positioning on Google opportunities — including quote construction, package comparison, TCO conversations, and renewal right-sizing.Recognize when an opportunity requires deeper technical design, architecture, or migration planning — and hand off cleanly to SoftwareOne's Google Solutions Engineers and Cloud Architects.Coordinate internal resources — solutions architects, delivery leads, and alliance partner managers — to build and present winning proposals.Support commercial conversations with licensing and packaging expertise; hand off closing leadership to the account owner when an AM is engaged.Google Technical & Licensing CredibilityDeep fluency in Google licensing models, SKU structures, and commercial packaging — Workspace editions, Google Cloud pricing constructs, committed use discounts, and Gemini for Enterprise licensing. This is the technical center of gravity for the role.Lead conversations on Google Workspace administration and security fundamentals — user and group management, SSO, access controls, data loss prevention, Vault/eDiscovery, and endpoint management.Position and explain Google Workspace value drivers (secure collaboration, identity, information governance, productivity) and translate them into adoption outcomes.Discuss Gemini for Google Workspace and Gemini for Enterprise use cases — prompting best practices, enterprise data protections, and common applications across Docs, Sheets, Gmail, Meet, and security workflows.Navigate enterprise GenAI evaluation requirements (privacy, security, compliance, responsible AI) and support customers through pilot design, enablement, and adoption measurement.Recognize the technical depth boundary of the role — opportunities requiring architecture design, migration planning, or complex integration work are escalated to SoftwareOne's Google Solutions Engineering and Cloud Architecture teams.Google Partner EcosystemBuild and maintain strong working relationships with Google Cloud account teams, partner development managers, and specialist sales reps in NORAM.Participate in Google co-sell motions, deal registrations, and partner incentive programs — ensuring SoftwareOne deals are properly registered and tracked.Coordinate closely with SoftwareOne's Google Alliance team on funding programs, MDF, and joint go-to-market motions.Represent SoftwareOne at Google Cloud events, partner summits, and industry conferences.Stay current on Google programs, partner incentives, certifications, and competitive positioning. Ability to travel up to 30%Job Requirements What you offerDemonstrated experience using AI in a practical, applied way — such as improving workflows, automating tasks, enabling better decision‑making, or increasing impact in prior roles. This does not require deep technical or engineering expertise in AI; we value applied use, experimenting, and a mindset of curiosity and continuous learning.3–5 years of B2B technology sales or presales experience, with meaningful exposure to Google Cloud, Google Workspace, or another hyperscaler.Google certifications strongly preferred at hire; required within 90 days of start (minimum: Google Cloud Digital Leader plus one Workspace or Cloud Sales credential).Working knowledge of cloud computing concepts: infrastructure, data and analytics, AI/ML, application modernization, and security.Conversational fluency in Google Workspace administration and security (user/group management, SSO, DLP, Vault/eDiscovery, endpoint). Candidates with deeper technical skill will be prioritized.Familiarity with Gemini for Workspace and Gemini for Enterprise — use cases, enterprise data protections, and adoption patterns.Demonstrated success generating qualified pipeline and supporting complex, solution-based deals ranging from $100K to $2M+.Strong discovery and qualification skills with a structured methodology (MEDDIC/MEDDPICC, Challenger, SPIN, or equivalent).Disciplined pipeline management with strong CRM hygiene and forecasting accuracy.Able to engage credibly with IT decision-makers on cloud migration, cost optimization, and digital transformation topics — without needing to deliver deep technical demos.Success CriteriaGoogle revenue quota attainment: ≥ 100% quarterly and annually, aligned to the field AM's Google quota on supported deals.Deal attach rate: presence on a defined percentage of NORAM Google opportunities above threshold deal size.New logo contribution: contribute to 4–6 net-new Google customers per year (shared credit with account owner).Existing account expansion: 20%+ YoY growth in supported managed accounts.CRM data quality & forecast accuracy: ≥ 85% forecast accuracy on supported deals quarterly.Google certification attainment: required credentials complete within 90 days of start.Organizational AlignmentReports to the Director, Hyperscaler Presales (NORAM).Partners closely with the Google Co-Sell Revenue Lead, NORAM Sales, Channel, Solution Sales, broader Presales, and Services teams.Works in lockstep with the SoftwareOne Google Alliance team on co-sell, incentives, and GTM alignment.What we offer  Generous pay with quarterly bonus structure Independent environment without a lot of red tape where you are empowered to make decisionsSubstantial benefits package that includes:Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions plus additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness401k program with employer matching 50% up to the first 10% of employee’s contributionsWellness plan that includes credits to premiums and employer contributions towards the savings plan of your choiceAccess to EAP and concierge services plus pre-paid legal at no costAbundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)Employee stock purchase planLearning and development opportunities galore, tuition reimbursement, and much more!Specific to Nashville and Milwaukee-based office employees: company-paid parkingWinning culture, inclusive environment, and friendly people all over the worldA remote-friendly organization, with colleagues working remotely either part or full-time The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons. Target compensation for this role will be $175-200K USD (mix of base salary and bonus). Actual offers may be higher or lower than this range and will be determined based on a variety of factors, including (but not limited to) candidates’ qualifications, experience, education, and work location.  We are not able to consider candidates residing in the state of Hawaii currently. Company description  SoftwareOne and Crayon have come together to form a global, AI-powered software and cloud solutions provider with a bold vision for the future. With a footprint in over 70 countries and a diverse team of 13,000+ professionals, we offer unparalleled opportunities for talent to grow, make an impact, and shape the future of technology. At the heart of our business is our people. We empower our teams to work across borders, innovate fearlessly, and continuously develop their skills through world-class learning and development programs. Whether you're passionate about cloud, software, data, AI, or building meaningful client relationships, you’ll find a place to thrive here. Join us and be part of a purpose-driven culture where your ideas matter, your growth is supported, and your career can go global.