- The Business Development role is responsible for accelerating growth within the Federal segment positioning CDWG as a preferred Cloud vendor within the market, leveraging our manufacturer partners and partnering with our customers to provide solutions that meet their evolving business demands and drive digital transformation.
Key Areas of Responsibility
● Strategic Targeting:
○ Identify high-potential federal agencies and projects where Google Cloud solutions can deliver significant value and innovation
○ Build relationships with C-level executives and agency leaders, understanding their strategic goals and how Google Cloud can support improved citizen services, operational efficiency, and mission objectives.
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● Collaboration:
○ Partner closely with sales teams to develop targeted strategies and refine value propositions
○ Review current state of relationship within selected accounts
○ Assist and support in execution of growth strategy within selected accounts
○ Develop a long-term, mature pipeline of solutions based opportunities
○ Collaborate with technical experts, solution architects, and pricing teams to develop comprehensive and persuasive proposals that are tailored to specific agency needs
● Act as the subject matter expert for customer visits and presentations, customer conference calls and webinars, as well as participate in all aspects of large transaction sales cycles
● Solutions Consulting: Translate complex governmental needs into compelling Google Cloud solutions proposals, demonstrating the power of AI, data analytics, collaboration tools, and cloud infrastructure in action
● Ecosystem Development: Leverage alliances with Google Cloud partners, systems integrators, and consulting firms specializing in the federal sector to expand opportunities and deliver comprehensive solutions
● Market Intelligence: Monitor federal government IT trends, identifying emerging pain points, and the potential for new, cloud-based innovations
● RFP Leadership:
○ Analyze RFPs to identify key government requirements, crafting compelling responses that highlight Google Cloud's best-in-class capabilities and track record of success in the federal sector
○ Coordinates with appropriate resources to execute necessary legal and financial agreements, such as NDA's and Teaming Agreements prior to RFP release
● Ability to deliver CDW's value proposition around eProcurement and support. Provide internal and external eProcurement support if/when needed.
Minimum Qualifications
● Bachelor's degree (public policy, administration, business, or technical fields preferred).
● 3+ years of sales, business development, or client-facing experience within the federal government technology sector.
● Demonstrated understanding of Google Cloud products and services, Cloud contracts and procurement vehicles
● Track record of success working in Business Development and/or Pursuit and Capture roles
Other Preferred Qualifications
● Proven ability to influence across all functions of an organization.
● Excellent communication and presentation skills, both written and in-person.
● Demonstrated collaboration behavior with excellent facilitation and negotiation skills.
● Ability to operate strategically and tactically for both short and long-term goals, manage multiple priorities/projects, meet deadlines, facilitate change and delegate responsibility.
● Self-starter with strong problem solving skills with demonstrated ability to find solutions while working independently comfortable with ambiguity and driving new initiatives.
● Experience working with cloud technologies (ideally Google Cloud Platform).
● An understanding of federal procurement processes, compliance, and regulatory environments (e.g., FedRAMP, FISMA).
Additional Considerations:
● Security Focus: Emphasize Google Cloud's security features which meet or exceed federal standards.
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The Business Development role is responsible for accelerating growth within the Federal segment positioning CDWG as a preferred Cloud vendor within the market, leveraging our manufacturer partners and partnering with our customers to provide solutions that meet their evolving business demands and drive digital transformation.
Key Areas of Responsibility
● Strategic Targeting:
○ Identify high-potential federal agencies and projects where Google Cloud solutions can deliver significant value and innovation
○ Build relationships with C-level executives and agency leaders, understanding their strategic goals and how Google Cloud can support improved citizen services, operational efficiency, and mission objectives.
● Collaboration:
○ Partner closely with sales teams to develop targeted strategies and refine value propositions
○ Review current state of relationship within selected accounts
○ Assist and support in execution of growth strategy within selected accounts
○ Develop a long-term, mature pipeline of solutions based opportunities
○ Collaborate with technical experts, solution architects, and pricing teams to develop comprehensive and persuasive proposals that are tailored to specific agency needs
● Act as the subject matter expert for customer visits and presentations, customer conference calls and webinars, as well as participate in all aspects of large transaction sales cycles
● Solutions Consulting: Translate complex governmental needs into compelling Google Cloud solutions proposals, demonstrating the power of AI, data analytics, collaboration tools, and cloud infrastructure in action
● Ecosystem Development: Leverage alliances with Google Cloud partners, systems integrators, and consulting firms specializing in the federal sector to expand opportunities and deliver comprehensive solutions
● Market Intelligence: Monitor federal government IT trends, identifying emerging pain points, and the potential for new, cloud-based innovations
● RFP Leadership:
○ Analyze RFPs to identify key government requirements, crafting compelling responses that highlight Google Cloud's best-in-class capabilities and track record of success in the federal sector
○ Coordinates with appropriate resources to execute necessary legal and financial agreements, such as NDA's and Teaming Agreements prior to RFP release
● Ability to deliver CDW's value proposition around eProcurement and support. Provide internal and external eProcurement support if/when needed.
Minimum Qualifications
● Bachelor's degree (public policy, administration, business, or technical fields preferred).
● 3+ years of sales, business development, or client-facing experience within the federal government technology sector.
● Demonstrated understanding of Google Cloud products and services, Cloud contracts and procurement vehicles
● Track record of success working in Business Development and/or Pursuit and Capture roles
Other Preferred Qualifications
● Proven ability to influence across all functions of an organization.
● Excellent communication and presentation skills, both written and in-person.
● Demonstrated collaboration behavior with excellent facilitation and negotiation skills.
● Ability to operate strategically and tactically for both short and long-term goals, manage multiple priorities/projects, meet deadlines, facilitate change and delegate responsibility.
● Self-starter with strong problem solving skills with demonstrated ability to find solutions while working independently comfortable with ambiguity and driving new initiatives.
● Experience working with cloud technologies (ideally Google Cloud Platform).
● An understanding of federal procurement processes, compliance, and regulatory environments (e.g., FedRAMP, FISMA).
Additional Considerations:
● Security Focus: Emphasize Google Cloud's security features which meet or exceed federal standards.