Global Sales Cybersecurity Advisor - SHI International Corp.

Job Summary

The Global Sales Cybersecurity Advisor will be responsible for growing new Cybersecurity business by expanding the portfolio of products and services within existing accounts and/or developing new business with companies within their assigned Customer List.  The Global Sales Cybersecurity Advisor will identify customer business needs, qualify opportunities, present value, overcome objections, close sales and record sales activity.  Working with our Sales Leadership, Field CISOs and Security Architects, Internal Support, and our Training and Development Teams this individual will be enabled to position our company’s Innovative Solutions and World Class Support to their Target Customer List.

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 are not limited to:

• Develop Cybersecurity business with existing customers based on targeted sales techniques of Cold Calling, Customer Meetings, Partner and Industry Networking.
• In collaboration with Sales Management, identify, create, develop and manage opportunities in the Sales Pipeline and Sales Management Platform to achieve quarterly and annual Sales Targets and Goals
• Develop and maintain strong, long-lasting Strategic and Trusted Advisor Relationships with current and new customers and partner Contacts
• Work closely with SHI Cybersecurity Architects and Field CISO's to understand Customer’s Business Objectives, Cybersecurity Priorities and Initiatives across various stakeholders, including: Executive Management, Technology Leadership, Strategic Sourcing, Asset Management, and Line of Business
• Position and Effectively Communicate our company’s Portfolio of Cybersecurity Products, Solutions, Services and Capabilities. 
• Collaborate with Pre and Post Sales Internal Support Teams
• Excel in a Team Selling Environment, coordinating sales efforts across multiple sales and technical resources.
• Continue Education on industry trends, products, and market conditions
• Be aware of SHI's industry competition and how to properly showcase our offerings and defend SHI's value to win new business
• Build market awareness of our company through participation in local/regional industry events, organizations, and affiliations

Qualifications

• Bachelor's Degree or relevant work experience required

• 5+ years successful Cybersecurity sales experience
• Demonstrate ability to excel in a fast paced and constantly evolving environment
• Broad knowledge of Cybersecurity vendor landscape and industry trends.
• Experience continually meeting or exceeding sales targets by selling company products, solutions, and services to new and existing customers
• Experience Identifying, Creating, Developing and Managing Opportunities in a Sales Pipeline with a documented history of New Business Development

Required Skills

• Fundamental understanding of Cybersecurity and industry trends.
• Effective written, verbal, listening, and presentation communication abilities
• Excellent time management, planning, and organization skills
• Strong interpersonal and customer service skills
• Possess good judgment and decision-making skills
• Ability to communicate, present and influence all levels of a customer and/or partner organization for the purposes of building relationships and driving sales growth
• Ability to effectively position against competition, and clearly articulate value
• 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
• Ability to be approachable, maintain composure, and possess a professional attitude
• Self-motivated with ability to work with limited direction and oversight
• Ability to prospect, negotiate, and close deals
• Excellent consultative sales skills

Preferred Qualifications/Skills:

• Previous experience working for VAR/System Integrator/Solution Provider.
• Previous experience working for major Cybersecurity OEM. 
• Direct outside sales experience with large enterprise clients
• Previous training and/or experience in solution selling
• Experience selling and managing complex IT solutions
• Multiple major technology sales certifications
• Working knowledge of Programs and technology from Industry Leading OEMs such as Microsoft, Dell/VMware, HP, Cisco, Apple, AWS, Lenovo
• Working knowledge of emerging technologies such as Cloud, Security, IoT, Digital Workplace

Unique Requirements

• Travel at least 25% of the time within assigned sales territory to meet existing and potential customers and attend company events

Additional Information

• The estimated annual pay range for this position is $150,000 - $250,000 which includes a base salary and commission. 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.
• Equal Employment Opportunity – M/F/Disability/Protected Veteran Status