PubSec Client Director

About the role

The PubSec Client Director is responsible for developing and expanding business within existing accounts and acquiring new clients to meet and exceed sales and profit targets. This role involves building strategic relationships with key IT, curriculum, and business executives, managing a robust sales pipeline, and effectively positioning SHI's comprehensive portfolio of IT solutions to align with customer objectives.

Responsibilities

• Develop business in existing customers and win new clients to achieve sales targets as set by the business.
• Exceed profit and revenue targets.
• Maintain an accurate CRM to forecast and manage the business.
• Produce detailed account plans for customers in your portfolio.
• Work with the Alliances team and existing contacts to develop strong relationships with key partners and vendors.
• Drive attendance to customer technology days, events, and networking activities to strengthen relationships, credibility, and trust.
• Identify, create, develop, and manage opportunities in the sales pipeline and sales management platform to achieve quarterly and annual sales targets and goals.
• Position and effectively communicate SHI’s portfolio of products, solutions, services, and capabilities across various domains, mapping them to customer business objectives and initiatives.
• Collaborate with pre and post-sales internal support teams.

Requirements

• The ability to effectively sell complex IT solutions to large enterprise customers, consistently achieving significant sales targets - Intermediate
• Possess a working understanding of programs and solutions offered by industry-leading Original Equipment Manufacturers (OEMs), such as Microsoft, Dell/VMWare, HP, Cisco, Apple, AWS, Lenovo, etc - Intermediate
• Demonstrates a working knowledge of current and evolving technologies including Cloud, Security, IoT, and Digital Workplace - Intermediate
• Preferred expertise in selling products and services to the pharmaceutical industry, including building relationships with key stakeholders and understanding industry-specific needs and regulations - Intermediate
• In-depth knowledge of IT industry trends and dynamics - Intermediate
• Proven ability to identify, create, develop, and manage new business opportunities - Intermediate
• Skilled in strategic planning and implementation - Intermediate

Skills

• Completed Bachelor’s Degree or relevant work experience required
• 4+ years of experience in direct IT sales, preferable to a K12 customer audience
• Ability to spend 25% time outside of an office setting with customers
• Ability to travel 10% to SHI, Partner, and Customer Events

Benefits

• The estimated annual pay range for this position is $115,000 - $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.
• Commissions are uncapped and can exceed this range.