Pubsec Cloud Solutions Executive

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 $16 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 7,000 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

*MUST CURRENTLY RESIDE IN DMV TERRITORY*

The PubSec Cloud Solutions Executive is a senior salesperson tasked with mastering SHI's value proposition to exceed revenue and profit goals by developing strategic sales approaches and cultivating relationships with both existing and new customers. This role involves identifying cloud sales opportunities, collaborating with core account teams within SHI, internal support teams and external partners (primarily Google), and effectively communicating SHI's comprehensive portfolio of complementary solutions tailored to customer objectives. Additionally, the Cloud Solutions Executive is responsible for building market awareness through participation in industry events and maintaining a competitive edge by staying informed on industry trends.

Role Description

• Own and achieve the cloud solutions quota within aligned account territory, with targets for Google-related offerings including GCP, Chrome, Gemini, Google Security and Workspace.
• Develop a rich pipeline of opportunities by partnering with the Public Sector Account Exec, Google account team and other program stakeholder, leveraging the various sales motions and available programs
• Master SHI’s value proposition to consistently exceed revenue and profit goals, and develop penetrating sales strategies and pricing proposals.
• Identify and create opportunities in the sales pipeline to achieve sales targets, develop business with existing customers, and establish new customers using targeted sales techniques.
• Collaborate with sales management to identify and manage sales opportunities, aiming to meet or exceed quarterly and annual targets.
• Understand and align with customer’s business objectives, IT priorities, and initiatives to provide tailored solutions.
• Creation of a territory account plan inclusive of expansion opportunities within existing accounts and new pursuits across Top and Mid-tier markets, focusing on R1/R2 Universities, Priority States, Priority Counties/Cities and Key Accounts in K-12 Markets
• Be aware of SHI’s industry competition and how to properly showcase our offerings and defend SHI’s value to win new business.
• Build proactive partnerships with internal SHI support teams and external industry partners to drive business and maintain joint selling initiatives.
• Represent SHI at Google and public sector events, driving thought leadership and customer impact.
• Continuously educate oneself to remain current on industry trends, products, and market conditions. 

Behaviors and Competencies

• Adaptability: Can adjust to changes in the work environment, manage multiple tasks, and effectively handle uncertainty.
• Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.
• Negotiation: Can identify opportunities for compromise, propose solutions, and take action to influence outcomes without explicit instructions.
• Business Development: Can identify potential business opportunities, propose strategies for growth, and take action without explicit instructions.
• Relationship Building: Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.
• Listening: Can recognize underlying messages and non-verbal cues in communication, responding appropriately to both explicit and implicit information.
• Problem-Solving: Can identify problems, propose solutions, and take action to resolve them without explicit instructions.
• Presenting: Can prepare and deliver presentations, addressing key points and responding to questions with clarity.

Skill Level Requirements

• The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently - Intermediate
• Proficiency in utilizing Customer Relationship Management (CRM) software to manage and analyze customer interactions and data throughout the customer lifecycle, improving customer service, retention, and sales growth - Intermediate

Other Requirements

• Minimum 50% time outside of an office setting meeting with existing and potential customers and attending company events
• Minimum Bachelor’s Degree or equivalent work experience
• 8+ years of successful sales experience
• 4 - 6 years of experience in cloud platform sales, preferably in Public Sector (Federal)
• Proven success selling or partnering with Google Cloud (GCP), Chrome/Workspace, or other hyperscalers
• Experience as a quota-carrying field seller or sales leader with strong forecasting discipline
• Strong partner management experience, including co-sell orchestration and joint planning
• Experience leading cross-functional or matrixed teams including BDMs and program managers
• Executive communication skills and ability to engage C-level and senior public sector leaders
• Currently hold any required sales and/or technical certifications
• Ability to travel to SHI, Partner and Customer Events

Preferred Requirements

• Understanding of multi-cloud concepts, cloud economics, and modernization frameworks.
• Familiarity with Public Sector procurement cycles, budget structures, and funding mechanisms.

The estimated annual pay range for this position is $325,000 - $425,000 which includes a base salary, bonus and commissions. 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