PubSec Cloud Solutions Executive

SHI International Corp. • US - DC - Home Office, DC

1d • $325,000 - $425,000

About The Position

The PubSec Cloud Solutions Executive is a senior sales role responsible for achieving cloud solutions revenue and profit goals within an aligned account territory. The role focuses on Google-related offerings, including GCP, Chrome, Gemini, Google Security, and Workspace. The executive develops strategic sales approaches, cultivates relationships with existing and prospective customers, identifies cloud sales opportunities, and presents SHI’s complementary solutions in alignment with customer objectives.

The position partners with Public Sector Account Executives, Google account teams, SHI support teams, and external partners to build a pipeline, pursue joint-selling initiatives, and develop territory account plans. It also represents SHI at Google and public sector events, helps build market awareness, and stays current on industry trends, products, and market conditions. At least 50% of the time is spent outside an office meeting customers or attending company events, and travel to SHI, partner, and customer events is required.

Requirements

• Minimum bachelor’s degree or equivalent work experience.
• At least 8 years of successful sales experience.
• 4–6 years of cloud platform sales experience, preferably in the 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.
• Spend at least 50% of time outside an office setting meeting existing and potential customers and attending company events.
• Intermediate ability to use Word, Excel, PowerPoint, and Outlook.
• Intermediate proficiency with CRM software.
• Ability to adapt to changing work environments, manage multiple tasks, and handle uncertainty.
• Effective communication of complex ideas and ability to adapt communication style to the audience.
• Negotiation, business development, relationship-building, listening, problem-solving, and presentation skills.

Nice To Haves

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

Responsibilities

• Own and achieve the cloud solutions quota within the aligned account territory, with targets for Google-related offerings including GCP, Chrome, Gemini, Google Security, and Workspace.
• Develop a pipeline by partnering with Public Sector Account Executives, the Google account team, and other program stakeholders, using available sales motions and programs.
• Master SHI’s value proposition, exceed revenue and profit goals, and develop sales strategies and pricing proposals.
• Create opportunities in the sales pipeline, develop business with existing customers, and establish new customers using targeted sales techniques.
• Collaborate with sales management to identify and manage opportunities and meet or exceed quarterly and annual targets.
• Understand customer business objectives, IT priorities, and initiatives to provide tailored solutions.
• Create territory account plans covering expansion opportunities in existing accounts and new pursuits across Top and Mid-tier markets, including R1/R2 Universities, Priority States, Priority Counties/Cities, and key K-12 accounts.
• Understand industry competition and showcase SHI’s offerings and value to win new business.
• Build partnerships with SHI support teams and external industry partners to drive business and maintain joint-selling initiatives.
• Represent SHI at Google and public sector events, supporting thought leadership and customer impact.
• Stay current on industry trends, products, and market conditions.

Benefits

• Medical, vision, and dental benefits.
• 401(k).
• Flexible spending.
• Health, wellness, and financial benefits.
• Professional growth and leadership opportunities.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior