Global Sales Sr. Account Executive - SHI International Corp.

Job Summary

The Global Sales Sr. Account Executive will be responsible for growing new business by expanding the portfolio of products and services within existing accounts and/or developing new business with companies within their assigned Customer List.  The Sr. Account Executive will identify customer business needs, qualify opportunities, present value, overcome objections, close sales and record sales activity.

Working with our Sales Leadership, Internal Support, and our Training & Development Teams, the Global Sales Sr. Account Executive will be enabled to position our company’s Innovative Solutions and World Class Support to their Target Customer List. The Sr. Account Executive will mentor, collaborate, and focus on the development of strategic accounts and partners. 

About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $14 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 6,000 of them. If you join our team, you’ll enjoy:

• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
• Continuous professional growth and leadership opportunities.
• Health, wellness, and financial benefits to offer peace of mind to you and your family.
• World-class facilities and the technology you need to thrive – in our offices or yours. 

Responsibilities

Include, but are not limited to:

• Develop business with existing customers and establish new customers based on targeted sales techniques through Cold Calling, Customer Meetings, and Partner/Industry Networking 
• In collaboration with Sales Management, identify, create, develop, and manage opportunities in the Sales Pipeline and Sales Management Platform to achieve quarterly and annual Sales Targets and Goals 
• Develop and maintain strong, long-lasting Strategic and Trusted Advisor Relationships with current and new customers/partner contacts 
• Understand Customers' Business Objectives, IT Priorities and Initiatives across various stakeholders, including: Executive Management, Technology Leadership, Strategic Sourcing, Asset Management, and Line of Business 
• Position and effectively communicate our company’s Portfolio of Products, Solutions, Services and Capabilities across Cloud, Data Center, Mobility, Security, ITAM and Lifecycle Services 
• Collaborate with Pre and Post Sales Internal Support Teams 
• Excel in a team selling environment, coordinating resources across the organization
• Continue education on industry trends, products, and market conditions 
• Be aware of SHI's industry competition and how to properly showcase our offerings and defend SHI's value to win new business 
• Build market awareness of our company through participation in local/regional industry events, organizations, and affiliations 
• Mentor, collaborate, and focus on the development of strategic accounts and partners 

Qualifications

• Bachelor’s Degree or equivalent experience  
• Minimum 5 years' successful IT sales experience 
• Demonstrate ability to excel in a fast paced and constantly evolving environment 
• Experience continually meeting or exceeding sales targets by selling company products, solutions, and services to new and existing customers 
• Experience identifying, creating, developing and managing opportunities in a sales pipeline with a documented history of new business development 
• Minimum 4 years' experience in a Business Development role 

Required Skills

• Effective written, verbal, listening, and presentation communication abilities 
• Excellent time management, planning, and organization skills 
• Strong interpersonal and customer service skills 
• Possess good judgment and decision-making skills 
• Ability to communicate, present, and influence all levels of a customer and/or partner organization for the purposes of building relationships and driving sales growth 
• Ability to effectively position against competition, and clearly articulate value 
• Ability to self-study and engage in independent work to increase job related knowledge and skills 
• Ability to think ahead, plan long-term decisions, and anticipate outcomes 
• Ability to be approachable, maintain composure, and possess a professional attitude 
• Self-motivated with the ability to work with limited direction and oversight 
• Ability to prospect, negotiate, and close deals 
• Excellent consultative sales skills 

Preferred Qualifications/Skills:  

• Direct outside sales experience with large enterprise clients 
• Previous training and/or experience in solution selling 
• Experience selling and managing complex IT solutions 
• Multiple major technology sales certifications 
• Working knowledge of programs and technology from industry leading OEMs such as Microsoft, Dell/VMware, HP, Cisco, Apple, AWS, Lenovo 
• Working knowledge of emerging technologies such as Cloud, Security, IoT, Digital Workplace 

Unique Requirements

• Travel 25% of the time within assigned sales territory to meet existing and potential customers, as well as attend company events  

Additional Information

• The estimated annual pay range for this position is $150,000 - $250,000 which includes a base salary and commission. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
• Equal Employment Opportunity – M/F/Disability/Protected Veteran Status