ITAM Solutions Specialist - SHI International Corp.

Job Summary:

The ITAM (IT Asset Management) Solutions Specialist’s (SS) is responsible for developing ITAM-related sales opportunities within the allocated sales territory, or customer accounts. ITAM services and deliverables are not all direct revenue-generating, the terms “customer” and “prospect” are expanded to include both revenue and non-revenue generating ITAM activities.  

 

The SS will be a point-of-contact for prospective customers of ITAM services and tools. The SS will prospect, develop, and proactively drive new sales opportunities and support marketing activities for ITAM services and will manage the “pipeline” of prospective customers to assure full utilization of resources and continual expansion of the customer base. The SS will coordinate with other SHI sales personnel to manage ongoing customer relations as they relate to deliverables to assure the customer’s expectations are reasonable, that deliverables are within the capabilities of the organisation, and that ongoing relations with the customer are continually expanding and improving. 

 

The successful candidate will ideally be experienced in selling and promoting ITAM, SAM, Consultancy or Services and will be based from either our Austin TX, Somerset NJ or Milton Keynes, UK offices. 

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: 

• Actively promote the sale and adoption of all ITAM Services including but not limited to Managed, Baseline, Hardware, Process, and Consultancy Services within both the SHI sales team and direct with SHI customers 
• Provide sales support to the ITAM Solutions Consultants, working as a team to ensure a positive customer experience and sales outcome 
• Support the allocated sales region/territory/accounts to promote and develop the adoption of ITAM services and ISVP partners 
• Actively promote the sale and adoption of SHI approved ITAM Select Vendor Program (ISVP) tools within both the SHI sales team and direct with SHI customers 
• Pursue and manage customer/prospect opportunities by working with the respective SHI sales representatives 
• Work with SHI customers and prospects to present and promote ITAM Services and ISVP tool opportunities through conference calls, on-line meetings, and face-to-face customer presentations: 
  • Create customer proposals and statements of work for ITAM services. 
  • Complete responses to RFIs/RFPs/RFQs for ITAM services 
  • Create sales tools and customer-facing documents for postings to MySHI and other internal communication vehicles 
• Travel for customer facing, department, vendor meetings and ITAM educational seminars or events 
• Create and manage multi-year sales plans to ensure that all personal and business targets are met or exceeded 
• Report Pipeline on a specified cadence to the Director - ITAM Sales; accurately forecast future sales and opportunities to contribute to sales plans 
• Interface with pre-approved and selected ITAM Select Vendor Partners to promote and support their ITAM services and initiatives 
• Stay current on all changes/updates to product entitlements that could affect ITAM/SAM services; this includes but is not limited to collaborating with the SHI Licensing department, direct communication with vendors/manufacturers, participating in license and ITAM online communities 
• Support all ITAM marketing events and campaigns providing reports and feedback as requested to support the holistic process 
• Collaborate with SHI’s services departments to target service opportunities with ITAM/SAM components 
• Present and demonstrate Services, tools & ISVP Tools to Customers and SHI Sales. 
• Attend and support SHI events and vendor shows 
• Manage general projects assigned by Director – ITAM Sales 
• Assist with onboarding and training for new ITAM team members including shadowing and mock calls etc 
• Assist with the creation of new ITAM department marketing materials 
• Present ITAM related presentations to customers at SHI Summits 

Qualifications:

• Bachelor 's degree or relevant work experience required
• 1 year experience in IT solution sales in a proactive, cold calling role

Required Skills:

• Strong entrepreneurial spirit
• Exceptional communication and presentation skills 
• Excellent sales & customer relationship skills 
• Good research skills and the ability to manage details 
• Excellent organization and time management skills 
• Ability to stay self-motivated and self-directed 
• Willingness to adapt to changing business and technical priorities 
• Ability to work in a fast-paced, high-performance team environment 
• Strong Active Listening skills 
• Excellent written and verbal communication skills 
• Resourceful with ability to adapt quickly to changing environments 
• Strong history of proven ITAM sales experience 
• Ability to create high-quality documentation with precision 
• Willingness to travel as needed 
• Ability to work with deadlines 
• Meticulous attention to detail 
• Highly organized and methodical 
• Understand all aspects of the ITAM and Software life-cycle – from licensing to purchasing to deployment to decommissioning  

Certifications Required:

If the following certifications are not currently held, the successful candidate will be required to obtain the mandatory certifications within 6 months of commencing the role:   

• Mandatory certifications:  
  • Complete all LISA Training Modules & pass all Exams 
  • ServiceNow Sales Fundamentals 
• Supplemental certifications: 
  • Volume License (70-705)  
  • Exam SAM Core (70-713) 
  • Security Fundamentals (98-367)  
  • ITAM Select Vendor Program vendor training as requested 

Unique Requirements:

Position requires travel both domestically and internationally (25%) 

Additional Information:

• The estimated on-target annual pay range for this position is $60,000-$100,000 which includes a base salary and bonus. 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