Enterprise Account Executive

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 $15 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.

Job Summary

The Enterprise Account Executive will focus on developing new business with existing customers and acquire new customers across a focused Named Account List. Working with our Sales Leadership, Internal Support, and our Training and Development Teams the Account Executive will be enabled to position SHI's Innovative Solutions and World Class Support to their Target Customer List.

This is an outside sales position. As such, the Account Executive is expected to spend 50 percent or more of the 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. The Account Executive must be self-motivated and comfortable working with limited direction and oversight.

The Account Executive is tasked with mastering SHI's value proposition to exceed revenue and profit goals by developing strategic sales approaches and cultivating relationships with both existing and new customers. This role involves identifying sales opportunities, collaborating with internal support teams and external partners, and effectively communicating SHI's comprehensive portfolio of solutions tailored to customer objectives. Additionally, the Account Executive is responsible for building market awareness through participation in industry events and maintaining a competitive edge by staying informed on industry trends.

Role Description

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 SHI's Portfolio of Products, Solutions, Services and 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

Master SHI's value proposition to consistently exceed revenue and profit goals, and develop penetrating sales strategies and pricing proposals.

Cultivate relationships with existing customers and establish new ones through targeted sales techniques, including cold calling, meetings, and networking.

Identify and create opportunities in the sales pipeline to achieve sales targets, develop business with existing customers, and establish new customers using targeted sales techniques.

Collaborate with sales management to identify and manage sales opportunities, aiming to meet or exceed quarterly and annual targets.

Build proactive partnerships with internal SHI support teams and external industry partners to drive business and maintain joint selling initiatives.

Understand customer's business objectives, IT priorities, and initiatives to provide tailored solutions.

Position and effectively communicate SHI's portfolio of products, solutions, services, and capabilities to customers and partners.

Be aware of SHI's industry competition and how to properly showcase our offerings and defend SHI's value to win new business.

Foster successful cross-department relationships and engage with extended SHI support teams for identifying new business opportunities and leveraging support resources.

Build market awareness of SHI through participation in local / regional industry events, organizations, and affiliations.

Continuously educate oneself to remain current on industry trends, products, and market conditions.

Behaviors and Competencies

Business Acumen : Can evaluate market trends and competitive landscape to identify opportunities and risks.

Closing Deals : Can develop and implement a strategic plan for closing deals, identifying high-value opportunities and using advanced negotiation techniques to secure successful outcomes.

Consultative Sales : Can proactively seek out potential customers, initiate sales conversations, and contribute innovative ideas to improve the sales process.

Interpersonal Skills : Can communicate effectively, build relationships, resolve conflicts, and influence others in significant situations.

Listening : Can actively engage in listening by asking clarifying questions and providing feedback that shows a deep understanding of the conversation.

Negotiation : Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.

Organization : Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.

Presenting : Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.

Professionalism : Can proactively seek out challenges, initiate projects, and contribute to a professional work environment.

Prospecting : Can develop and implement a strategic prospecting plan, identifying high-value potential customers and using advanced techniques to initiate contact and build relationships.

Self-Motivation : Can proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas.

Time Management : Can consistently use time effectively, balance multiple tasks, and meet deadlines.

Skill Level Requirements

Ability to excel in a team selling environment - Intermediate

Ability to continually meet or exceed sales targets - Intermediate

Expertise in client relationship building and new business development - Intermediate

Proficiency in account management - Intermediate

Proficiency in project management - Intermediate

Understanding of business operations and strategy - Intermediate

Other Requirements

Completed Bachelor's Degree or relevant work experience required

Minimum 3-5 years of successful sales experience

Minimum 50% time outside of an office setting meeting with existing and potential customers

Travel to customer sites within dedicated territory

Travel to SHI, Partner, and Customer Events

Currently hold or have the ability to obtain required sales and / or technical certifications within first 90 days of employment

The estimated annual pay range for this position is $120,000 - $250,000 which includes a base salary and commissions. 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