Jim Kelly

Questioner
DISC Type : c

Vice President Federal, Google Public Sector at Google

Ashburn, Virginia, United States

Overview

Jim Kelly is the Vice President of Federal Go-To-Market for Google Public Sector, bringing nearly 30 years of experience supporting U. S. federal customers. His career, including senior leadership roles at Dell Technologies and Microsoft, has focused on enabling digital transformation and technology adoption for government agencies, particularly the Department of Defense.

He is a graduate of the University of Maryland. Colleagues and professional organizations recognize his strategic sense, trustworthiness, and dependable leadership in the federal technology space.

He is a multi-year recipient of the Wash100 award, an honor recognizing the most influential and impactful executives in the government contracting sector.

Personality Overview

Not Easily Convinced

Cautious & Analytical

Price-Sensitive

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

AI in Public Sector
His recent focus is on helping federal agencies securely apply AI, like Gemini, to solve real-world challenges and enhance their missions.
Defense Modernization
Has a long and consistent career history of leading teams to support the technology needs and digital transformation of the U. S. Department of Defense and Intelligence Community.
Federal Digital Transformation
His leadership roles at Google, Dell, and Microsoft have all centered on delivering end-to-end capabilities that enable modernization for U. S. federal customers.

Media Appearances

Google Public Sector Names Jim Kelly as Federal VP. Featured in ExecutiveBiz

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Dell's Federal Sales Leader Jumps To Google Public Sector Unit As New VP. Featured in CRN

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Google Expands Investment in Public Sector Partner Ecosystem. Featured in Channel Insider

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Work History

10-2024
Vice President Federal, Google Public Sector at Google
5-2021 - 10-2024
Senior Vice President and General Manager, Federal at Dell Technologies
6-2015 - 5-2021
Vice President, Department of Defense and Intelligence Sales at Dell Technologies
2-2014 - 7-2015
Senior Director, US Army at Microsoft
9-2013 - 2-2014
District Sales Manager at Symantec

Education

Jim has no verified education history

More Information

Social Presence :

Prographics :

Exp : 31 Location : Ashburn, Virginia, United States Job Level : Senior Designation : Vice President Federal, Google Public Sector at Google
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Insights For Selling To Jim

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jim is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Jim

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Jim move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Jim take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Jim

Personality Compatibility


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