About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $15 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 6,000 of them. If you join our team, you’ll enjoy:

• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.

• Continuous professional growth and leadership opportunities.

• Health, wellness, and financial benefits to offer peace of mind to you and your family.

• World-class facilities and the technology you need to thrive – in our offices or yours.

Job Summary

Are you a highly motivated and results-oriented individual with a passion for technology and a desire to make a significant impact? We are seeking a dynamic Business Development Representative to join SHI’s Google Public Sector team. In this role, you will be instrumental in identifying and qualifying new business opportunities for Google AI, Workspace, and Security within government agencies, educational institutions, and other public sector entities.

This is an exciting opportunity to be at the forefront of Google's public sector growth, directly contributing to the digital transformation of critical services. You will work closely with our sales, marketing, and solutions engineering teams to drive pipeline generation and cultivate strong relationships with prospective customers.

This role is excellent for career development by specializing with one of the fastest-growing vendors in the market in 3 key solutions areas. After success in this role, you will be able to transition into numerous other roles including Acquisition, Customer Success, Specialist or Solutions Architect.

Role Description

• Lead Generation & Qualification: Proactively research and identify target public sector accounts and key decision-makers through various channels (e.g., LinkedIn Sales Navigator, government databases, industry reports, events).

• Outbound Prospecting: Execute strategic outbound campaigns via email, phone, and social media to engage with potential customers, introduce Google Cloud's value proposition, and identify their needs.

• Discovery & Needs Analysis: Conduct initial discovery calls to understand customer challenges, pain points, and current technology landscape, specifically relating to AI adoption, collaboration, and cybersecurity.

• Opportunity Qualification: Qualify leads based on established criteria, ensuring they align with Google Cloud's public sector strategy and have a clear need for our AI, Workspace, and Security solutions.

• Sales Handoff: Successfully transition qualified opportunities to SHI’s Google Specialists and Account Executives, providing comprehensive context and insights to facilitate seamless sales cycles.

• CRM Management: Maintain accurate and up-to-date records of all prospecting activities, customer interactions, and pipeline progress.

• Market Intelligence: Stay informed about public sector trends, regulations, funding initiatives, and competitive landscapes related to AI, cloud collaboration, and cybersecurity.

• Collaboration: Work closely with marketing to optimize messaging and campaigns, and collaborate with sales leadership to refine prospecting strategies.

• Continuous Learning: Actively participate in ongoing training and development to enhance your product knowledge, sales skills, and understanding of the public sector.
  

Behaviors and Competencies

• Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.

• Time Management: Can generally use time effectively and is working towards improving task prioritization and deadline management.

• Self-Development: Can set personal development goals and take steps to achieve them.

• Strategic Thinking: Can contribute to the development of strategic plans and initiatives.

• Decision-Making: Can evaluate options, consider potential outcomes, and make well-informed decisions that reflect an understanding of the impact.

• Professionalism: Can identify opportunities for improvement, propose solutions, and take action to enhance professional conduct without explicit instructions.

• Interpersonal Skills: Can communicate effectively, build relationships, and resolve conflicts with others in moderate situations.

• Self-Motivation: Can identify personal or professional growth opportunities, propose self-improvement strategies, and take action without explicit instructions.

• Performance Management: Can set personal and team performance goals, track progress, and make adjustments as needed.

• Business Development: Can identify potential business opportunities, propose strategies for growth, and take action without explicit instructions.
  

Skill Level Requirements

• Expertise in client relationship building and new business development - Basic

• Ability to cold call and create new business opportunities - Basic

• Ability to identify, create, develop, and manage high-impact sales opportunities and lead a team to achieve and exceed sales targets - Basic

• The capability to identify potential clients, effectively negotiate terms, and successfully finalize business transactions. - Basic

• The understanding of key business principles and practices to make informed and effective decisions that contribute to organizational success. - Basic

• The ability to efficiently manage tasks and projects by prioritizing responsibilities and effectively utilizing time to achieve objectives. - Basic
  

Other Requirements

• Completed Bachelor’s Degree or relevant work experience required

• 1-2 years of experience in a Business Development Representative (BDR), Sales Development Representative (SDR), or similar inside sales role, preferably within the technology industry.

Preferred:

• Experience selling to public sector customers (Federal, State, Local government, K-12, Higher Education).

• Understanding of cloud computing concepts, AI technologies (e.g., machine learning, generative AI), collaboration tools, and cybersecurity principles.

• Familiarity with Google Cloud products, especially AI Platform, Google Workspace (Gmail, Drive, Meet, Docs), and Security offerings.

• Experience with account-based marketing (ABM) strategies.

• Fluency in SHI AX, CRM, Microsoft Office tools preferred

The estimated annual pay range for this position is $100,000- $120,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status