Job Title: SHI Field-based Strategic Account Executive
This role focuses on driving revenue and margin growth for our mid-market and large Enterprise accounts. The ideal candidate will partner with Inside Sales support resources, Field-based Solution Architects, and Field-based Software Licensing Sales Executives to develop deep, value-added technology solutions for customers.
The successful Strategic Account Executive will possess a proven track record of selling technology solutions (storage, servers, networking, software, end-user compute solutions, and services) to assigned customers and markets. They will be trusted partners who manage deep account relationships, develop strategic sales plans, and drive results.
This is an outside sales position, requiring the individual to spend 50 percent or more of their time outside of an office interfacing and building relationships with existing and potential SHI customers, identifying new opportunities, networking, and following up on potential leads.
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 global provider of IT solutions and services.
Our employees are the heartbeat of SHI – over 6,000 strong. If you join our team, you'll enjoy:
* A 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
This role includes but is not limited to:
* Leveraging existing relationships with assigned customers and markets.
* Driving new business to meet individual objectives at assigned Mid-Market and/or Large Enterprise accounts.
* Mastery of the SHI value proposition to differentiate SHI solutions and consistently exceed revenue and profit goals.
* Building proactive, solid selling partnerships with SHI Solution Architects and Software Licensing sales teams to drive solutions and software business in territory.
* Managing account relationships through senior-level engagements, developing penetrating sales strategies and pricing proposals; communicating and understanding total cost of ownership, industry trends, and critical success factors to ensure effective customer rollouts.
* Maintaining strong relationships and joint selling initiatives with industry partners.
* Engaging with extended SHI support teams in identifying new business opportunities, presenting IT lifecycle transition plans, and leveraging services support resources for turnkey solutions.
* Fostering successful cross-department relationships to provide exceptional value to SHI customers and their business outcomes.
Qualifications
* Bachelor's Degree or equivalent work experience required.
* Minimum of 10+ years of direct, field-based technology sales experience; VAR/IT solutions provider and OEM experience preferred.
* Experience Identifying, Creating, Developing, and Managing Opportunities in a Sales Pipeline with a documented history of New Business Development.
* Experience selling within the direct territory with influential customer and partner relationships.
* Experience successfully attaining/exceeding assigned sales quotas.
Required Skills
* Effective written and verbal communication skills.
* Excellent presentation skills.
* Self-motivated with the ability to work with limited direction and oversight.
* Strong consultative sales skills.
* Ability to prospect, negotiate, and close deals.
* Solid understanding of technologies and partners that drive SHI multi-vendor solutions portfolio.
* Proven track record of hunting new business and marketing technical services.
* Influential customer and partner relationships within the territory.
* History of attaining/exceeding assigned sales quotas.
* Ability to demonstrate clear understanding of direct customer sales engagement process from prospecting to close.
Certifications Required
* Currently hold or have the ability to pass assigned OEM sales and/or technical certifications within the first 90 days of employment.
Unique Requirements
* This role requires a minimum of 50% time outside of an office setting meeting with existing and potential customers throughout their assigned geography. Overnight travel may be required.
* This role requires travel to company events and meetings.
* Ability to travel within assigned territory as needed.
Additional Information
* Equal Employment Opportunity – M/F/Disability/Protected Veteran Status.