Enterprise Account Executive

About Shi

• 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 $16 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 7,000 of them.

Responsibilities

• Description Master SHI’s value proposition to consistently exceed revenue and profit goals, and develop penetrating sales strategies and pricing proposals.
• Cultivate relationships with existing customers and establish new ones through targeted sales techniques, including cold calling, meetings, and networking.
• Identify and create opportunities in the sales pipeline to achieve sales targets, develop business with existing customers, and establish new customers using targeted sales techniques.
• Collaborate with sales management to identify and manage sales opportunities, aiming to meet or exceed quarterly and annual targets.
• Build proactive partnerships with internal SHI support teams and external industry partners to drive business and maintain joint selling initiatives.
• Understand customer’s business objectives, IT priorities, and initiatives to provide tailored solutions.
• Position and effectively communicate SHI’s portfolio of products, solutions, services, and capabilities to customers and partners.
• Be aware of SHI’s industry competition and how to properly showcase our offerings and defend SHI’s value to win new business.
• Foster successful cross-department relationships and engage with extended SHI support teams for identifying new business opportunities and leveraging support resources.
• Build market awareness of SHI through participation in local/regional industry events, organizations, and affiliations.
• Continuously educate oneself to remain current on industry trends, products, and market conditions.

Requirements

• This position is required to reside in the New Jersey area to support business needs as determined by SHI management.
• Behaviors and Competencies Business Acumen
• Can evaluate market trends and competitive landscape to identify opportunities and risks.
• Closing Deals
• Can develop and implement a strategic plan for closing deals, identifying high-value opportunities and using advanced negotiation techniques to secure successful outcomes.
• Consultative Sales
• Can proactively seek out potential customers, initiate sales conversations, and contribute innovative ideas to improve the sales process.
• Interpersonal Skills
• Can communicate effectively, build relationships, resolve conflicts, and influence others in significant situations.
• Listening
• Can actively engage in listening by asking clarifying questions and providing feedback that shows a deep understanding of the conversation.
• Negotiation
• Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
• Organization
• Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.
• Presenting
• Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.
• Professionalism
• Can proactively seek out challenges, initiate projects, and contribute to a professional work environment.
• Prospecting
• Can develop and implement a strategic prospecting plan, identifying high-value potential customers and using advanced techniques to initiate contact and build relationships.
• Self-Motivation
• Can proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas.
• Time Management
• Can consistently use time effectively, balance multiple tasks, and meet deadlines.
• Skill
• Level Requirements Ability to excel in a team selling environment - Intermediate Ability to continually meet or exceed sales targets - Intermediate Expertise in client relationship building and new business development - Intermediate Proficiency in account management - Intermediate Proficiency in project management - Intermediate Understanding of business operations and strategy - Intermediate
• Completed Bachelor’s Degree or relevant work experience required
• Minimum 3-5 years of successful sales experience
• Minimum 50% time outside of an office setting meeting with existing and potential customers
• Travel to customer sites within dedicated territory
• Travel to SHI, Partner, and Customer Events
• Currently hold or have the ability to obtain required sales and/or technical certifications within first 90 days of employment

Pay

• The estimated annual pay range for this position is $120,000 - $250,000 which includes a base salary and commissions.
• 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

• 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.
• Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status