So I'm an inside sales rep working for Google. We call them account executives here. It's kind of the same title, moving into kind of a field sales role really soon. So how I got to where I am today? I was an information system major at the University of Utah. That's kind of where I started. I learned quickly in those classes that, I love technology and everything, but I never want to look for semicolons again. I don't want to become someone that did C. I wanted to go more into the tech sales side of things. So what my undergraduate really did for me was help me learn the terminology of technology and kind of prepared me to go into tech sales of my career kind of helped elevate me. So I graduated from the David Eccles school of business. I had a 3.8 in my graduate classes in my major. So that helped prepare me and come to land a really good first job out of college. I had a couple of different offers and as I was weighing up and trying to think which one was going to set me up for success. The one I ended up deciding to take was a company called Workday. A cloud company. They have a big office in Salt Lake City right downtown. I decided to come to start there because they were a strong cloud company utilizing the latest technology, not on-prem stuff(On-premise ERP). So selected them. And that kind of helped prepare me. So in the two years that I was there, they called the role of corporate sales development rep, also known as a BDR (Business Development Rep) or an ADR (Account development rep) all about the same thing. Just different titles. I learned a lot about prospecting outreach, more about technology, about ERP solutions for HR and Finance and then got recruited from LinkedIn by a recruiter who reached out to me and kind of stole me away from WorkDay. I loved WorkDay. My time there. I tell people I never would have left had it not have been Google knocking at the door. I got a position as an inside sales rep for Google, where I could do full sales cycles. So I worked there. I was just doing the entry-level at the beginning. And now I do the full sale cycle beginning to finish, usually for smaller deals. I work with a field sales rep who's kind of in territory, and I'm based in Austin, Texas, and close a lot of small deals remotely. Google also gives a lot of flexibility to let me go meet with customers face to face, run my own deals. And now that I've kind of gotten more senior and been here for 20 months or so, I'm running much larger deals with places like the city of Louisville city or the City of Chicago. I have built up that trust. And now interviewing for those field sales roles.

I'm an account executive rep, also known as the inside sales representative. They're interchangeable. Some companies have a defined line. Google Doesn't. So a lot of my responsibilities are those full sale cycles. At Google, We have a lot of customers on the commercial side or on the ad space, but not so much on the cloud space. So when I came on, we were much smaller. We frequently referenced ourselves as a start-up within a larger company. So I was mainly put in charge of prospecting, getting into new accounts, my territory was Greenfield. I cover the Midwest of Five states, which are Illinois, Indiana, Michigan, Ohio, and Kentucky. So five states are way too much for one rep to take on. So me and my field rep kind of split up and start going after a big deal. So reaching out to the city of Chicago or City of Louisville, I kind of do a lot of stuff, but reaching out to these accounts, getting them ready and doing a POC on Google Cloud and then having them sign a deal and start using our products. I'll do that full sale cycle that comes in a lot of different ways. I host events. So today I'm actually in Columbus, Ohio. I hosted an event down at the Renaissance where we had IT leaders from across the metro area, all government employees. I cover state and local government. We had about 40 people come to the Renaissance, and we hosted this and that and taught him for half a day on our products ranging from GSuite, which is like Gmail for businesses to cloud offerings, their infrastructure. There are SQL servers, all that type of stuff to data warehousing on Big query kind of handling all that work. I spend a lot of my time traveling, especially as I've become more senior. I'm probably traveling a week every month. So 25% of the time on the road, meeting with customers running these events. I'm talking about speaking in front of City Council's as people are trying to get approval for their deals a lot of time on the road about 25% of the time.

There's a lot of tools. Google is a massive tech company with some of the world's best engineers out there. So a lot of our tools are internal, especially from like a quota perspective and entertainment for me hitting my numbers. But we have a lot of tools that are commonly used throughout the market. So we have Salesforce.com as kind of our account management system. We have Discover.org to help with prospecting. I frequently use LinkedIn sales navigator to connect with people. That's an amazing tool for outreach. I use a ton of different tools because I'm in the public sector. I use specific tools like ERepublic for RFPs. A lot of tools that help me find public proposals that are out there in the market.