As Industry Advisor – State and Local Government GTM you will serve as Cloud for Good’s strategic industry expert, partnering with Sales, Solution Engineering, Marketing, Alliances, and Delivery to drive growth within the State and Local Government market.
Location: Virtual, home office in the USA
Work Authorization: Citizens or Permanent Residents of the USA. Cannot provide Visa sponsorship.
Key responsibilities include:
Partner to Build and Execute on the SLG Go-to-Market Strategy
- Partner to define and execute Cloud for Good’s go-to-market strategy for the State and Local Government sector.
- Develop industry-specific sales motions, target-account strategies, use cases, and customer journeys that articulate Cloud for Good’s value to public-sector organizations.
- Identify market whitespace, emerging customer needs, and opportunities to expand Cloud for Good’s SLG offerings and market presence.
Drive Pipeline, Deals, and Quota Attainment
- Own and achieve the assigned State and Local Government sales quota and related performance targets.
- Generate and maintain a qualified pipeline with a minimum of 3x the quota and weighted 1.2x pipeline to support quarterly and annual sales goals.
- Proactively create new opportunities through industry relationships, targeted account development, Salesforce partnerships, events, and other market-development activities.
- Monitor pipeline health, forecast accuracy, opportunity progression, and risks, taking corrective action when performance is off track. All activities are kept up to date in Salesforce.
- Build and execute SLG sales motions that position industry expertise as a growth engine for Cloud for Good.
- Drive new pipeline in the top 10 States where Salesforce does business.
Support Key Deals and Executive Engagement
- Provide executive-level support for strategic and complex SLG opportunities, including opportunity qualification, scoping, value articulation, solution shaping, competitive positioning, and deal strategy.
- Partner with Account Executives and Solution Engineers to develop account strategies, define the solution vision, and accelerate opportunities through the sales funnel.
- Lead executive briefings, strategic workshops, and value discussions with customers and prospects.
- Serve as a trusted advisor by providing industry expertise, executive guidance, and strategic thought leadership throughout the sales cycle.
Strengthen Salesforce and Partner Relationships
- Build and manage strong relationships with Salesforce Public Sector leadership, account teams, and other strategic partners.
- Collaborate on co-selling motions, account planning, events, and strategic pursuits.
- Strengthen field alignment and position Cloud for Good as a preferred partner within the State and Local Government market.
- Partner with SLG Alliances Manager to strengthen Salesforce AE, RVP and AVP relationships. 50% of the pipeline generated should come from Salesforce referrals.
Develop Industry Offerings and Sales Enablement
- Partner with Delivery, the RFP team, Solution Engineering to shape repeatable SLG offerings, discovery frameworks, assessment tools, demos, and industry-specific assets.
- Equip Account Executives and Solution Engineers with industry training, playbooks, messaging, FAQs, competitive positioning, demo guidance, and objection-handling materials.
- Educate the broader sales organization on SLG market trends, customer priorities, procurement considerations, use cases, and competitive dynamics.
Lead Market Intelligence and Thought Leadership
- Monitor State and Local Government trends, Salesforce’s public-sector roadmap, competitor offerings, procurement developments, and customer-adoption patterns.
- Translate Salesforce innovations and market developments into actionable GTM plays and customer-ready narratives.
- Represent Cloud for Good as an SLG thought leader at conferences, webinars, executive briefings, customer meetings, and partner events.
- Provide market intelligence and industry insights that inform business strategy and the development of new offerings.
Partner Cross-Functionally
- Collaborate with Marketing to refine SLG value propositions, messaging, campaigns, content, and events that generate demand.
- Partner with Delivery leadership to ensure alignment among the sales strategy, solution viability, scope definition, and successful client delivery.
- Champion Cloud for Good’s mission, values, and commitment to delivering exceptional outcomes for public-sector organizations.
Working Successfully at CFG
Cloud for Good is a client-service organization, and as a member of our fully remote team, there are a few non-negotiables that enable collaboration, professionalism, and exceptional client outcomes. We succeed when our teams work in partnership with clients, communicate proactively, and uphold the standards that make Cloud for Good a trusted partner.
- Travel Requirements
- All roles at Cloud for Good include a travel component. Business travel—both domestic and international—may be required based on project and client needs. The amount of travel will vary by role but is generally expected to be up to 30% annually. Travel is considered an essential part of this position and supports effective client engagement, collaboration, and company representation.
- Work Environment
- Cloud for Good is a fully remote company. Team members are expected to maintain a professional, distraction-free workspace that is camera-ready for video meetings. Collaboration takes place across Zoom, Office 365, Salesforce, and Slack during standard business hours (9:00 a.m. – 5:00 p.m. in your local time zone).
- Client Time Zone Alignment
- As a team member, you may be required to adjust your work hours to align with your key client’s time zone to support effective communication, collaboration, and project delivery. Flexibility and coordination with your Project Lead (Services) will help ensure success in this client-facing role.
Disclaimers
- Equal Employment Opportunity
- At Cloud for Good, we are proud to be an Equal Opportunity Employer and adhere to the principles of Equal Employment Opportunity (EEO). We do not discriminate in employment decisions or practices on the basis of race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, veteran status, or any other legally protected characteristic.
- Our commitment to non-discrimination applies across every location in which our company operates, and it encompasses all aspects of employment.
- Cloud for Good strongly encourages individuals from diverse backgrounds and identities to apply. Our commitment to diversity not only strengthens our workplace culture but also drives better outcomes for our clients. We value inclusivity and want applicants who may require special assistance or accommodation during the interview process to know we’re here to assist you.
- Use of AI in Interviewing
- At Cloud for Good, we believe in conducting interviews that are fair, equitable, and designed to evaluate candidates based on their qualifications and experience, with the organization. To ensure that all candidates are given an equal opportunity to demonstrate their abilities, we prohibit the use of AI or any other type of machine learning tools during the interview process.
- Candidates are expected to participate in the interview process remotely using video conferencing. Any attempt to use AI or similar technology to respond to interview questions, analyze or provide feedback on the interview process, or perform any other interview-related tasks is strictly prohibited and will be considered a violation of our policy and may result in disqualification from the interview process.
- We understand that some candidates may have disabilities or other circumstances that require accommodation during the interview process. In such cases, we will make reasonable accommodations to enable candidates to participate in the interview process to the best of their ability. However, we do not permit the use of AI or similar technology as a substitute for direct participation in the interview.