Google Cloud is assigning its top salespeople to go after the largest companies. Sources say this program makes it harder for insiders to advance.
This story requires our BI Prime membership. To read the full article,introduced"Named Accounts," a program to assign teams of cream-of-the-crop salespeople to go after the largest companies in the world, sources say.
Sources also say that there's a perception among Google Cloud salespeople that the hiring process is"biased" towards Oracle veterans. Before Kurian came to Google, he was a rising star at Oracle — and this Named Accounts program is very similar to how Oracle approaches sales, with dedicated teams with a mandate of building relationships with top customers.
. Effective July 1st, Google Cloud moved to a bonus-driven compensation method, similar to legacy enterprise companies like Oracle and SAP.Google Cloud has changed how it pays its salespeople, ripping a page out of the Oracle playbook Google Cloud employees were told that they were eligible to apply for these lucrative, high-ranking account director positions, but they've most often gone to outside hires brought in from other companies. They say that it's because Google policy makes it difficult for an L6 salesperson, even one with the appropriate experience, to jump up two ranks to the new L8 account director position.has altered the interview process, to meet Pichai's stated goal of accelerating sales hiring.
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