Enterprise Account Executive

About SHI International Corp.

Since 1989, SHI International Corp. has been at the forefront of helping organizations worldwide transform through technology. With continuous growth, SHI proudly stands as a $15 billion global provider of IT solutions and services. Over 17,000 organizations rely on SHI’s concierge approach to navigate their technological needs. The heart of SHI lies with its 6,000 employees. Joining the team means enjoying a commitment to diversity as the largest minority- and woman-owned enterprise in the U.S., continuous professional growth and leadership opportunities, comprehensive health, wellness, and financial benefits, and world-class facilities and technology, whether working in an office or remotely.

Job Summary for Enterprise Account Executive

The Enterprise Account Executive role is critical for mastering SHI's value proposition to consistently achieve and surpass revenue and profit targets. This involves developing strategic sales approaches and nurturing relationships with both existing and new clients. Key responsibilities include identifying sales opportunities, collaborating seamlessly with internal support teams and external partners, and effectively articulating SHI's extensive portfolio of solutions to align with customer objectives. Furthermore, the Account Executive will actively build market awareness through industry event participation and maintain a competitive edge by staying informed on current industry trends.

Role Description

• Master SHI’s value proposition to consistently exceed revenue and profit goals, developing 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.

Behaviors and Competencies

• Business Acumen: Evaluate market trends and competitive landscape to identify opportunities and risks.
• Closing Deals: Develop and implement strategic plans for closing deals, identifying high-value opportunities and utilizing advanced negotiation techniques.
• Consultative Sales: Proactively seek out potential customers, initiate sales conversations, and contribute innovative ideas to improve the sales process.
• Interpersonal Skills: Communicate effectively, build relationships, resolve conflicts, and influence others in significant situations.
• Listening: Actively engage by asking clarifying questions and providing feedback for deep understanding.
• Negotiation: Proactively seek negotiation opportunities, initiate discussions, and contribute to conflict resolution.
• Organization: Effectively coordinate multiple projects, delegate tasks, and employ advanced organizational tools and methods.
• Presenting: Design and deliver engaging presentations, adapting content and style to suit the audience and context.
• Professionalism: Proactively seek challenges, initiate projects, and contribute to a professional work environment.
• Prospecting: Develop and implement a strategic prospecting plan, identifying high-value potential customers and using advanced techniques.
• Self-Motivation: Proactively seek challenges, initiate self-development projects, and contribute innovative ideas.
• Time Management: 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

Other Requirements

• 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.

The estimated annual pay range for this position is $120,000 - $250,000 which includes a base salary and commissions. Compensation varies based on job-related knowledge, skills, experience, and market location. Benefits may include medical, vision, dental, 401K, and flexible spending.

Key skills/competency

• Enterprise Sales
• Account Management
• Business Development
• IT Solutions Sales
• Strategic Negotiation
• Client Relationship Management
• Sales Strategy
• Prospecting
• Revenue Growth
• Market Awareness