What are the responsibilities and job description for the Strategic Sr. Account Executive position at SHI International Corp.?
Job Summary
The Strategic Account Executive will focus on developing new business with existing customers and acquire new customers across a focused Named Account List in support of the field sales account owner from Stratascale, SHI’s advisory and consulting company. 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. The ideal candidate will take a programmatic approach in developing business in existing and targeted accounts with our Lifecycle, IT Supply Chain, Software, and End-User Compute pillars.
This position is a remote position with a home office set up, however required to reside in dedicated territory in the state of New York City or New Jersey to support business needs.
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.
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 $14 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.
Responsibilities
Include but not limited to:
- Collaborate with the Stratascale account owner on strategy and targeted motions in assigned accounts
- Develop Business opportunities 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 Strategic 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
Qualifications
- Bachelor’s Degree
- 12 Years of Successful IT Sales Experience with large commercial and/or enterprise clients in a direct outside sales Account Executive role
- Experience Identifying, Creating, Developing and Managing Opportunities in a Sales Pipeline with a documented history of New Business Development
- Proficiency in Microsoft Contract Management
- Demonstrated ability to assist clients with Complex Business Solutions
Required Skills
Include, but are not limite to:
- Effective written and verbal communication skills
- Excellent presentation skills
- Excellent time management, planning, and organization skills
- Ability to self-study and engage in independent work to increase job related knowledge and skills
- Ability to think ahead, plan long-term decisions, and anticipate outcomes
- Business-acumen
- Possess good judgment and decision-making skills
- Ability to be approachable, maintain composure, and possess a professional attitude
- Strong interpersonal and customer service skills
- Self-motivated with ability to work with limited direction and oversight
- Strong consultative sales skills
- Ability to prospect, negotiate, and close deals
Preferred Qualifications/Skills:
- Advanced Degrees, Sales and technical certifications
- Experience Selling Complex IT Solutions
- Working knowledge of Programs from Industry Leading OEMs such as Microsoft, Dell/VMware, HP, Cisco, Apple, AWS, NVIDIA, Pure Storage, Netapp, Lenovo
Unique Requirements
- Position requires minimum 50% time outside of an office setting meeting with existing and potential customers throughout their dedicated district. Overnight travel may be required.
- Position requires travel to company events and meetings.
Additional Information
- Equal Employment Opportunity – M/F/Disability/Protected Veteran Status
