Account Executive - Healthcare

Since 1989, SHI International Corp. has helped organizations change the world through technology. Today we’re a $16 billion global provider of IT solutions and services, serving over 17,000 organizations worldwide with a concierge approach. As the largest minority- and woman-owned enterprise in the U.S., SHI is powered by 7,000 employees who enjoy continuous professional growth, leadership opportunities, and comprehensive health, wellness, and financial benefits.

About the role

The Account Executive – Healthcare is responsible for 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.

Responsibilities

• 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.
• 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.

Skills

• Business Acumen: Evaluate market trends and competitive landscape to identify opportunities and risks.
• Closing Deals: Develop and implement a strategic plan for closing deals, identifying high-value opportunities and using advanced negotiation techniques.
• Consultative Sales: Proactively seek out potential customers, initiate sales conversations, and contribute innovative ideas to improve the sales process.
• Interpersonal Skills: Communicate effectively, build relationships, resolve conflicts, and influence others in significant situations.
• Listening: Actively engage in listening by asking clarifying questions and providing feedback that shows a deep understanding of the conversation.
• Negotiation: Proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
• Organization: Effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.
• Presenting: Design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.
• Professionalism: Proactively seek out challenges, initiate projects, and contribute to a professional work environment.
• Prospecting: Develop and implement a strategic prospecting plan, identifying high-value potential customers and using advanced techniques to initiate contact and build relationships.
• Self-Motivation: Proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas.
• Time Management: Consistently use time effectively, balance multiple tasks, and meet deadlines.

Requirements

• Completed Bachelor’s Degree or relevant work experience.
• Minimum of 5 years of successful IT sales experience, preferably with an Original Equipment Manufacturer (OEM) or a Value-Added Reseller (VAR).
• Experience in selling into Healthcare IT organizations, or hands-on background working in Healthcare IT.
• Proven track record of exceeding sales quotas and developing long-term client relationships.
• Strong understanding of hospital systems, clinical workflows, and current healthcare industry drivers, challenges, and trends.
• Experience working with and/or selling major IT OEMs in software, cybersecurity, data center and cloud, and end-user devices.
• Proven track record of selling professional and managed services.
• Minimum 50% time outside of an office setting meeting with existing and potential customers.
• Travel to customer sites within dedicated territory, 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.

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

Pay

The estimated on-target earnings (OTE), which includes a base salary and commissions, are $125,000 - $250,000. Compensation varies based on job-related knowledge, skills, experience, and market location.

Benefits

• Medical, vision, and dental coverage
• 401K retirement plan
• Flexible spending accounts