PubSec Client Executive

About the role

The PubSec Client Executive role is part of SHI International Corp., a $16 billion global IT solutions and services provider founded in 1989. This role operates on a hybrid schedule and requires occasional in-office days at SHI International's Somerset, NJ headquarters.

Responsibilities

• Generate new opportunities through cold calling, targeted outreach, email campaigns, networking, and social prospecting.
• Build and execute a prospecting plan to identify, qualify, and engage high-potential accounts and contacts.
• Develop and manage a healthy pipeline to consistently meet or exceed monthly, quarterly, and annual targets.
• Own and grow a book of business by strengthening relationships with decision-makers and influencers.
• Conduct discovery to understand the customer’s business objectives, IT priorities, pain points, and initiatives.
• Provide recommendations that help customers achieve outcomes, increase adoption, and modernize their IT environments.
• Position and clearly communicate a comprehensive portfolio of products, solutions, and services tailored to client needs.
• Maintain awareness of competitive landscape and effectively defend value in competitive situations.
• Lead opportunities end-to-end: discovery → solution alignment → pricing strategy → proposals → negotiation → close.
• Prepare quotes and facilitate order placement, ensuring accuracy, timeliness, and an excellent customer experience.
• Manage projects through the entire sales cycle, coordinating stakeholders and timelines.
• Collaborate and co-sell with internal resources (specialists, solution architects, services teams, leadership) to deliver the best solution.
• Build proactive partnerships with external partners (OEMs, service providers, distributors) to drive joint outcomes.
• Proactively schedule and facilitate customer meetings that advance opportunities and expand relationships.
• Build market awareness through participation in regional events, associations, and partner/customer activities.
• Stay current on industry trends, product updates, and market conditions to bring insight-led conversations to clients.

Requirements

• Completed Bachelor’s degree or equivalent relevant work experience.
• 1+ year of successful sales experience in a comparable role (technology/solutions sales preferred).
• Comfort operating in a team-selling environment with internal specialists and partner ecosystems.

Qualifications

• The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently.
• Proficiency in utilizing Customer Relationship Management (CRM) software to manage and analyze customer interactions and data throughout the customer lifecycle, improving customer service, retention, and sales growth.
• Proficiency in generating new business opportunities through cold calling and strategic outreach to drive pipeline growth and revenue.
• Proficiency in growing and retaining existing customer relationships through proactive engagement and account management.
• Proficiency in consultative discovery techniques to identify customer needs and align appropriate solutions.
• Proficiency in managing the full sales cycle, including pipeline management, forecasting, and close planning.
• Proficiency in quoting, proposal development, and order execution to ensure accuracy and timely deal completion.
• Proficiency in coordinating projects across internal teams and external partners to support successful customer outcomes.
• Familiarity with CRM workflows and adherence to structured sales processes to ensure consistency and sales rigor.

Skills

• Consultative Sales
• Prospecting
• Customer Service Mindset
• Communication
• Listening & Discovery
• Problem-Solving
• Organization & Time Management
• Collaboration
• Professionalism & Self-Motivation

Benefits

Base salary: $40,000
On-target earnings (OTE): $80,000 - $200,000
Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity

SHI International Corp. is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.