Business Development Representative

SHI International•Somerset, NJ

1d•$100,000 - $120,000

About The Position

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.

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
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.

Nice To Haves

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

Responsibilities

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.