Stratascale Client Advisor - California - SHI International Corp.

Job Summary

The Client Advisor will focus on developing new business with existing customers and acquiring new customers across a focused Named Account List, composed of Fortune 1000 businesses. As a Client Advisor, you will primarily focus on driving conversations with technology C-levels in digital transformation/agility and cybersecurity, leading these conversations with our professional services and solutions. Working with our Sales Leadership, Internal Support, and our Training and Development Teams, the Client Advisor will be enabled to position Stratascale’s Innovative Solutions and World Class Support to their Target Customer List.

This position is a remote position with a home office set up, however required to reside in dedicated territory in the state of California to support business needs.

This is an outside sales position. As such, the Client Advisor is expected to spend 50 percent or more of the time outside of an office interfacing and building relationships with existing and potential Stratascale customers, identifying new opportunities, networking, and following up on potential leads.  The Client Advisor must be self-motivated and comfortable working with limited direction and oversight.

About Us

Stratascale, an SHI company, brings together the benefits of 31 years' experience delivering the very best technologies with a fresh consultative approach to designing, delivering and supporting the technology our customers need to transform their business. We call it Digital Agility.

 To learn more about Stratascale visit our website: https://stratascale.com/ 

Responsibilities

Include but not limited to:

• Develop Business with existing customers and establish new customers based on targeted sales techniques by Cold Calling, Customer Meetings, Partner and Industry Networking
• Identify, Create, Develop and Manage Opportunities in the Sales Pipeline and Sales Management Platform to achieve Sales Targets and Goals
• Understand Customer’s Business Objectives, IT Priorities and Initiatives
• Position Stratascale/SHI Portfolio of Products, Solutions, Services and Capabilities
• Lead the selling of Professional Services and Solutions of our digital transformation capabilities
• Develop and maintain Strategic Relationships with current and new customers and partner Contacts
• Collaborate with Pre and Post Sales Internal Support Teams
• Excel in a Team Selling Environment
• Continue Education on industry trends, products, and market conditions
• Continually meet or exceed sales targets by selling company products, solutions, and services to new and existing customers
• Travel within assigned sales territory to meet existing and potential customers and attend company events

Qualifications

• Bachelor’s Degree or equivalent experience
• Minimum of 5+ years of experience in a direct outside sales or Account Executive role
• Minimum of 5+ years of experience with Large Enterprise clients with direct successful sales responsibilities in:
  • Cybersecurity Professional services
  • Cybersecurity Managed services
  • Demonstrating multi-disciplinary Cybersecurity platforms
  • App Modernization
  • Automation services
  • Cloud consulting services
• Experience continually meeting or exceeding sales targets by selling company products, solutions, and services to new and existing customers
• Strong experience in prospecting, Strategic Account Planning, and Proven Solution Selling Acumen (MEDDICC, Challenger Sale, Solution/Spin Selling, or similar methodologies)
• Experience positioning existing or prior CXO relationships in targeted accounts, specifically advisory, consulting and large professional services programs with senior IT and line of business leadership 

Required Skills

• Effective written and verbal communication skills
• Excellent presentation skills
• Excellent time management, planning, and organization skills
• 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
• Business-acumen
• Possess good judgment and decision-making skills
• Ability to be approachable, maintain composure, and possess a professional attitude
• Strong interpersonal and customer service skills
• Self-motivated with ability to work with limited direction and oversight
• Strong consultative sales skills
• Ability to prospect, negotiate, and close deals

Preferred Qualifications/Skills:

• Advanced Degrees, Sales and technical certifications
• Experience Selling Complex IT Solutions to Large Enterprise Customers and consistently achieving over $1m in gross margin
• Working knowledge of Programs from Industry Leading OEMs 
  • Data Center/Cloud : Microsoft, Dell/VMware, HP, Cisco, AWS
  • Security: Okta, Crowdstrike, Palo Alto, Proofpoint, Cyber Ark, Sailpoint, Fastly, Fire-Eye, Fortinet
  • Data/Analytics: Splunk, Tableau, Power BI, Click
  • Working knowledge of emerging technologies such as IoT & Digital Workplace

Unique Requirements

• Position requires minimum 50% time outside of an office setting meeting with existing and potential customers 
• Position requires travel to company events and meetings

Additional Information

• The estimated annual pay range for this position is $100,000 - $400,000 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

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