Job Information
SHI Global Sales Sr. Account Executive in Lansing, Michigan
Job Summary
The Global Sales Sr. Account Executive will be responsible for growing new business by expanding the portfolio of products and services within existing accounts and/or developing new business with companies within their assigned Customer List. The Sr. Account Executive 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 & Development Teams, the Global Sales Sr. Account Executive will be enabled to position our company’s Innovative Solutions and World Class Support to their Target Customer List. The Sr. Account Executive willmentor, collaborate, and focus on the development of strategic accounts and partners.
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 are not limited to:
Develop business with existing customers and establish new customers based on targeted sales techniques through Cold Calling, Customer Meetings, and Partner/Industry Networking
In collaboration with Sales Management, identify, create, develop, andmanage opportunities in the Sales Pipeline and Sales Management Platform to achieve quarterly and annual Sales Targets and Goals
Develop and maintain strong, long-lasting Strategic and Trusted Advisor Relationships with current and new customers/partner contacts
Understand Customers' Business Objectives, IT Priorities and Initiatives across various stakeholders, including: Executive Management, Technology Leadership, Strategic Sourcing, Asset Management, and Line of Business
Position and effectively communicate our company’s Portfolio of Products, Solutions, Services and Capabilities across Cloud, Data Center, Mobility, Security, ITAM and Lifecycle Services
Collaborate with Pre and Post Sales Internal Support Teams
Excel in a team selling environment, coordinating resources across the organization
Continue education on industry trends, products, and market conditions
Be aware of SHI's industry competition and how to properly showcase our offerings and defend SHI's value to win new business
Build market awareness of our company through participation in local/regional industry events, organizations, and affiliations
Mentor, collaborate, and focus on the development of strategic accounts and partners
Qualifications
Bachelor’s Degree or equivalent experience
Minimum 5 years' successful IT sales experience
Demonstrate ability to excel in a fast paced and constantly evolving environment
Experience continually meeting or exceeding sales targets by selling company products, solutions, and services to new and existing customers
Experience identifying, creating, developing and managing opportunities in a sales pipeline with a documented history of new business development
Minimum 4 years' experience in a Business Development role
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
Ability to think ahead, plan long-term decisions, and anticipate outcomes
Ability to be approachable, maintain composure, and possess a professional attitude
Self-motivated with the ability to work with limited direction and oversight
Ability to prospect, negotiate, and close deals
Excellent consultative sales skills
Preferred Qualifications/Skills:
Direct outside sales experience with large enterprise clients
Previous training and/or experience in solution selling
Experience selling and managing complex IT solutions
Multiple major technology sales certifications
Working knowledge of programs and technology from industry leading OEMs such as Microsoft, Dell/VMware, HP, Cisco, Apple, AWS, Lenovo
Working knowledge of emerging technologies such as Cloud, Security, IoT, Digital Workplace
Unique Requirements
- Travel 25% of the timewithin assigned sales territory to meet existing and potential customers, as well as attend company events
Additional Information
The estimated annual pay range for this position is $300,000 - $350,000 which includes a base salary and commission. 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
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Job Locations US-Remote
Requisition ID 2024-18470
Approved Min (Total Target Comp) USD $300,000.00/Yr.
Approved Max (Total Target Comp) USD $350,000.00/Yr.
Compensation Structure Base Plus Commission
Category Inside/Outside Sales