Strategic Account Executive

Job Summary

SHI Field-based Strategic Account Executives are experienced business development professionals who focus on driving revenue and margin growth for our mid-market and large Enterprise accounts. Account Executives partner with Inside Sales support resources, Field-based Solution Architects and Field-based Software Licensing Sales Executives to develop deep, value add technology solutions for their customers. Strategic Account Executives possess a proven track record of selling technology solutions (storage, servers, networking, software, end user compute solutions, and services) to assigned customers and markets, our Account Executives are trusted partners who manage deep account relationships, develop strategic sales plans, and thrive on driving results.

This position is a remote position with a home office set up, however required to reside in dedicated territory in Northern California to support business needs.

This is an outside sales position. As such, the Account Executive is expected to spend 50 percent or more of the time outside of an office interfacing and building relationships with existing and potential SHI customers, identifying new opportunities, networking, and following up on potential leads. The Account Executive must be self-motivated and comfortable working with limited direction and oversight.

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:

• Leverage existing relationships with assigned customers and markets.
• Drive new business to meet individual objectives at assigned Mid-Market and/or Large Enterprise accounts.
• Master SHI value proposition to differentiate SHI solutions and consistently exceed revenue and profit goals.
• Build proactive, solid selling partnerships with SHI Solution Architects and Software Licensing sales teams to drive solutions and software business in territory.
• Manage account relationships through senior level engagements. Develop penetrating sales strategies and pricing proposals; communicate and understand total cost of ownership, industry trends, and critical success factors to ensure effective customer rollouts.
• Maintain strong relationships and joint selling initiatives with industry partners.
• Engage with extended SHI support teams in identifying new business opportunities, presenting IT lifecycle transition plans, and leveraging services support resources for turnkey solutions.
• Foster successful cross-department relationships to provide exceptional value to SHI customers and their business outcomes.
  
  
  

Qualifications

• Bachelor's Degree or equivalent work experience required
• Minimum of 10+ years of direct, field-based technology sales experience; VAR/IT solutions provider, and OEM experience preferred.
• Experience Identifying, Creating, Developing and Managing Opportunities in a Sales Pipeline with a documented history of New Business Development
• Experience selling within the direct territory with influential customer and partner relationships
• Experience successfully attaining/exceeding assigned sales quotas.
  
  
  

Required Skills

• Effective written and verbal communication skills
• Excellent presentation skills
• Self-motivated with ability to work with limited direction and oversight
• Strong consultative sales skills
• Ability to prospect, negotiate, and close deals
• Solid understanding of technologies and partners that drive SHI multi-vendor solutions portfolio.
• Proven track record of hunting new business and marketing technical services.
• Influential customer and partner relationships within in territory.
• History of attaining/exceeding assigned sales quotas.
• Ability to demonstrate clear understanding of direct customer sales engagement process from prospecting to close.
  
  
  

Certifications Required

• Currently hold or have the ability to pass assigned OEM sales and or technical certifications within first 90 days of employment.
  
  
  

Unique Requirements

• Position requires minimum 50% time outside of an office setting meeting with existing and potential customers throughout their assigned geography. Overnight travel may be required.
• Position requires travel to company events and meetings
• Ability to travel within assigned territory as needed.
  
  
  

Additional Information

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