Google cloud chief Kurian has aggressive plan to hire salespeople

Thomas Kurian, CEO of Google Cloud as well as also formerly president of product development at Oracle, speaks at the Oracle OpenWorld conference in San Francisco on Oct. 3, 2017.

David Paul Morris | Bloomberg | Getty Images

Thomas Kurian, CEO of Google Cloud as well as also formerly president of product development at Oracle, speaks at the Oracle OpenWorld conference in San Francisco on Oct. 3, 2017.

Thomas Kurian, the former Oracle executive who took over as Google’s cloud chief in November, said on Monday that will one big thing he has to do in his brand-new job will be hire a bunch of salespeople.

Google will be way behind market leader Amazon Web Services in cloud infrastructure as well as also also trails Microsoft, which has an established enterprise sales force via decades of selling servers as well as also software to the globe’s largest companies.

Enterprise sales will be something Kurian knows well after spending 22 years at Oracle, where he was most recently president of product development. He spoke to analysts at the Google Cloud Next conference in San Francisco on Monday, laying out his plans to rapidly bolster the sales staff. The session was not open to the press or the public, yet several analysts relayed Kurian’s key points to CNBC.

some other executives from the cloud division also spoke at the event as well as also told analysts that will previous challenges had been ironed out. For example, in past years, 10 managers would likely have to provide approval before a salesperson could offer a discount to a customer, as well as also the deal would likely then require non-disclosure agreements as well as also a team of lawyers. These practices have since been streamlined, Kurian’s colleagues said, according to an analyst in attendance who asked not to be named because of a confidentiality agreement.

Google’s cloud sales team will be around one-tenth to one-fifteenth the size of the sales forces at AWS as well as also Microsoft Azure, Kurian told the Wall Street Journal, though he added that will two years via today he expects that will to be more like half the size of either. Kurian has been talking about the importance of growing the sales team since February, when he made his first public remarks in his brand-new role at the Goldman Sachs Technology as well as also Internet Conference.

that will’s a familiar theme at Google that will predates Kurian. His predecessor, former VMware CEO Diane Greene, also emphasized the importance of the sales function. On Alphabet’s third-quarter earnings call, Chief Financial Officer Ruth Porat said the biggest increases in headcount were from the cloud business for sales as well as technical positions.

Kurian strayed via his usual suit as well as also tie in his presentation on Monday, instead wearing a shirt as well as also blazer. Merv Adrian, an analyst at Gartner, said he was impressed with what he heard via the brand-new chief.

“Thomas will be a great content/engineering leader,” Adrian wrote in a message to CNBC. “This kind of will be his opportunity to show he can lead a company, as well as also I would likely not bet against him.”

As part of the event, health-care company McKesson said that will’s chosen Google as its preferred cloud.

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