Global Sales Account Executive

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. As the largest minority- and woman-owned enterprise in the U.S., SHI is committed to diversity, continuous professional growth, and world-class facilities.

About the role

As a Global Account Executive, you will grow new business by expanding the portfolio of products and services within existing accounts and/or developing new business with companies on your assigned Customer List. You will identify customer needs, qualify opportunities, present value, overcome objections, close sales, and record activity. Working with Sales Leadership, Internal Support, and Training teams, you will position SHI’s innovative solutions and world-class support to exceed revenue and profit goals.

Responsibilities

• Develop business with existing customers and establish new customers through cold calling, customer meetings, partner networking, and industry events.
• Collaborate with Sales Management to identify, create, develop, and manage opportunities in the Sales Pipeline and Sales Management Platform to achieve quarterly and annual sales targets.
• Build and maintain strong, long-lasting strategic and trusted advisor relationships with current and new customers and partners.
• Understand customer business objectives, IT priorities, and initiatives across executive management, technology leadership, strategic sourcing, asset management, and line of business.
• Position and communicate SHI’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 in a team-selling environment.
• Stay current on industry trends, products, and market conditions, and remain aware of SHI’s competition to effectively showcase and defend SHI’s value.
• Build market awareness through participation in local and regional industry events, organizations, and affiliations.
• Master SHI’s value proposition to develop penetrating sales strategies and pricing proposals.
• Cultivate relationships with existing and new customers through targeted sales techniques.
• Build proactive partnerships with internal SHI support teams and external industry partners to drive business and maintain joint selling initiatives.
• Foster cross-department relationships and engage with extended SHI support teams to identify new business opportunities.

Skills & Competencies

• Business Acumen: Evaluate market trends and competitive landscape to identify opportunities and risks.
• Closing Deals: Develop and implement strategic plans 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.
• Listening: Actively engage by asking clarifying questions and providing feedback that shows deep understanding.
• Negotiation: Proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
• Organization: Coordinate multiple projects, delegate tasks, and employ advanced organizational tools and methods.
• Presenting: Design and deliver engaging presentations, adapting content and style to suit the audience and context.
• 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.
• Self-Motivation: Proactively seek out challenges, initiate self-development projects, and contribute innovative ideas.
• Time Management: Consistently use time effectively, balance multiple tasks, and meet deadlines.

Requirements

• Completed Bachelor’s Degree or relevant work experience.
• Minimum 3-5 years of successful field sales experience.
• Minimum 50% time outside of an office setting meeting with existing and potential customers.
• Travel to customer sites within dedicated territory and to SHI, partner, and customer events.
• Currently hold or have the ability to obtain required sales and/or technical certifications within the first 90 days of employment.

• Intermediate 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.

Pay

The estimated on-target earnings (OTE), which includes base salary and bonus/commissions, are $150,000 - $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.

Schedule

This is a field position with a home office setup.