Business Development Representative - Google

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

The Business Development Representative – Google will drive pipeline growth and new business opportunities for Google AI, Workspace, and Security solutions within SHI’s public sector accounts. As a critical member of SHI’s Google team, this role proactively identifies and qualifies prospects, executes strategic outreach, and serves as a subject matter resource for sales teams and customers. The BDR – Google collaborates closely with sales, marketing, and engineering teams to deliver impactful presentations, maintain accurate CRM records, and represent SHI and Google at industry events. This position is ideal for motivated individuals passionate about technology, seeking career advancement in one of the fastest-growing vendor practices.

Role Description

• Assist sales representatives by providing product support, program information, and competitive advantages for pending opportunities.

• Drive overall business growth for Google solutions by developing strategic programs, campaigns, and initiatives.

• Create and deliver trainings, presentations, and account mapping sessions for customers and sales teams.

• Monitor and manage sales pipelines, opportunities, and deals, ensuring alignment with Google sales goals and initiatives.

• Represent SHI and Google to company leadership, customers, and at industry events to enhance brand awareness.

• Build and foster strong business relationships with decision-makers and influencers across target accounts and partner organizations.

• Educate the sales force on Google partner tools, products, and programs to enhance sales efforts and partner alignment.

• Lead and participate in partner customer calls, presentations, and meetings to support new business development.

• Analyze data to identify key trends and insights, using them to inform business strategies and resolve partner success issues.

• Coordinate and maintain sales training programs, including creating and updating training materials for sales representatives and customers.

• Proactively research and identify target public sector accounts and key decision-makers through various channels.

• Execute strategic outbound prospecting campaigns via email, phone, and social media to engage potential customers, introduce Google Cloud’s value proposition, and identify their needs.

• Conduct discovery and qualification calls to assess customer challenges, pain points, and technology landscapes, focusing on AI, collaboration, and cybersecurity.

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

• Collaborate with marketing to optimize messaging and campaigns, and participate in ongoing training and professional development.

Behaviors and Competencies

• Reporting: Can identify the need for, and initiate, regular updates to relevant stakeholders without explicit instructions.

• Training: Can identify learning gaps within a team, propose training solutions, and take action to implement them without explicit instructions.

• Relationship Building: Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.

• Problem-Solving: Can identify problems, propose solutions, and take action to resolve them without explicit instructions.

• Results Orientation: Can set personal goals and work towards them, achieving results consistently.

• Analytical Thinking: Can apply critical thinking to analyze data, identify patterns, and make basic inferences.

• Data Analysis: Can identify patterns and trends in data, propose hypotheses, and use statistical techniques to test them.

• Teamwork: Can work effectively in a team, contributing ideas and effort, and respecting the contributions of others.

• 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.

Skill Level Requirements

• The ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process. - Intermediate

• Understanding of Information Technology products and solutions to effectively evaluate, implement, and support technological initiatives within an organization. - Intermediate

• Ability to examine, clean, transform, and model data to discover useful information, draw conclusions, and support decision-making. - Intermediate

• Comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision-making and drive sustainable growth. - Intermediate

• The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Intermediate

Other Requirements

• Completed Bachelor’s Degree or relevant work experience required

• 2-4 years of experience in a similar role

• Ability to travel to SHI, Partner, and Customer Events

• Ability to travel 15%

• Ability to work flexible hours

Preferred Skills:

• Experience selling or supporting Google Cloud products (GCP, Google Workspace, Gemini, Security, etc.) preferred.

• Excellent written and verbal communication skills, with the ability to articulate complex technical concepts clearly.

• Strong research, prospecting, and CRM management skills.

• Demonstrated ability to meet and exceed targets.

• Proficiency with CRM software and sales engagement tools.

• Self-motivated, resilient, and positive attitude with a strong work ethic.

• Understanding of cloud computing, AI technologies, collaboration tools, and cybersecurity principles preferred.

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

• Certifications such as Google Cloud Digital Leader or Generative AI Leader are a plus.

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