Services Sales Executive - Public Sector & Enterprise - SHI International Corp.

Job Summary

The Services Account Executive – Public Sector/Enterprise, will be responsible for developing and growing new business opportunities by proactively aligning with their assigned sales organizations and enabling sellers to identify opportunities for engagement.  This role will also respond to inbound inquiries from sales and other SHI organizations to support their opportunities. They will identify customer business needs, qualify opportunities, present value, overcome objections, close sales and record sales activity. Working with our Sales Leadership, Internal Support, and our Training and Development Teams the AE will be enabled to position our company’s End User Compute Solutions and Services to their Target Customer List.  They will ensure successful execution of the End User Compute Solutions and Services sales strategy to achieve organizational goals. 

The Services Account Executive – Public Sector/Enterprise will report directly to the Director of Services Sales. 

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:

• Drive sales strategies within assigned SHI sales segments
• Engage with sales to develop a strategy within their accounts and pursue new business
• In collaboration with Sales Management, identify, create, develop and manage opportunities in the Sales Pipeline and Sales Management Platform
• Position and Effectively Communicate our company’s Portfolio of End User Compute Solutions and Services to our internal and external customers via calls, presentations, etc.
• Collaborate with Pre and Post Sales Internal Support Teams
• Excel in a Team Selling Environment, coordinating resources across departments
• Be aware of SHI's industry competition and how to properly showcase our offerings and defend SHI's value to win new business
• Support Sales leaders and their direct teams via a regular cadence of engagement focusing on core End User Compute Solutions and Services including offerings from our OEM’s, disti partners, internal delivery teams, and services partners
• Leverage data insights to drive sales initiatives and make critical decisions and drive strategic sales programs.
• Track and report key identified Sales metrics (service program adoption, orders growth, sales growth, GP, Total Available Market, and others) in CRM, Asana, and other tools as needed
• Support and enable local Sales teams and Customer Account leaders on a global basis with presentations (in-person or remote), customer pursuits, providing data, answering questions, etc.
• Organize and lead in-person/virtual sales trainings for the sales teams
• Working with PPSS team members, support organizations and sales leaders to drive sales efficiency using processes, tools and dashboards
• Continue Education on industry trends, products, and market conditions

Qualifications

• Bachelor’s Degree or equivalent experience
• Minimum 5+ years successful IT experience either selling, managing, or otherwise supporting lifecycle service initiatives
• Demonstrate ability to excel in a fast paced and constantly evolving environment
• Experience Identifying, Creating, Developing and Managing Opportunities in a Sales Pipeline, in support of the sales organization strategic initiatives

Required Skills

• 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
• Problem solving skills, strong written and communication skills, leadership skills,
• Ability to think ahead, plan long-term decisions, and anticipate outcomes
• Self-motivated with ability to work with limited direction and oversight
• Ability to prospect, negotiate, and close deals
• Excellent consultative sales skills
• Strong ability to work collaboratively in a team environment
• Ability to effectively communicate a vision

Preferred Qualifications/Skills:

• Direct or indirect sales or sales support experience with large enterprise clients
• Previous training and/or experience in solution selling
• Experience managing complex IT solutions

Unique Requirements

• Travel up to 10% 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 $100,000 - $150,000 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 

Job Wrapping 1