Enterprise Account Executive

Job Summary

Enterprise Account Executive – Atlanta, GA

Responsible for mastering SHI’s value proposition to exceed revenue and profit goals by developing strategic sales approaches and cultivating relationships with existing and new customers.

• Master SHI’s value proposition to 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.

• 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.

• 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.
• Position requires residence in the Atlanta, GA area.

The estimated annual pay range for this position is $120,000 – $250,000, which includes a base salary and commissions. Benefits may include, but are not limited to, medical, vision, dental, 401(k), and flexible spending.

SHI is an Equal Employment Opportunity – M/F/Disability/Protected Veteran Status employer.