Director - Enterprise Sales

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 $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.

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.

The Director – Enterprise Sales is responsible for developing and executing strategic sales plans to achieve organizational targets and drive revenue growth, while leading a high‑performance sales team through effective coaching and management. This role involves identifying new business opportunities, building strong client and partner relationships, and overseeing sales budgeting and forecasting. The Director collaborates with marketing and product teams, ensures compliance with sales standards, and drives innovation in sales processes.

The position requires residence in the Virginia, D.C., or Maryland area.

• Develop and execute a strategic sales plan to achieve organizational sales targets and drive revenue growth in alignment with business objectives.
• Provide dynamic leadership to the sales team, cultivating a high‑performance culture through coaching, motivation, and performance management.
• Identify and pursue new business opportunities, leveraging market insights and competitive analysis to expand the customer base and increase market share.
• Build and maintain strong relationships with key clients, partners, and stakeholders to enhance customer satisfaction and loyalty.
• Oversee the sales budgeting and forecasting process, ensuring accurate financial planning and resource allocation.
• Monitor sales performance metrics and analyze data to identify trends, opportunities, and areas for improvement, driving accountability and continuous improvement.
• Collaborate with marketing and product teams to develop and implement effective sales strategies and campaigns that align with market demands.
• Ensure compliance with sales policies, procedures, and ethical standards, safeguarding the organization’s reputation and integrity.
• Drive innovation and continuous improvement in sales processes and practices to enhance efficiency and effectiveness.
• Report on sales performance, challenges, and strategic initiatives to senior leadership, providing actionable insights and recommendations.

• Business Development:
  Lead strategic business development initiatives and inspire others to seize opportunities.
• Strategic Thinking:
  Analyze complex situations, drive transformation, and adapt strategies to changing conditions.
• Leadership:
  Inspire leadership roles within the team and foster shared responsibility.
• Communication:
  Model exceptional communication, develop strategies, and coach others to improve skills.
• Customer‑Centric Mindset:
  Lead initiatives focused on improving the customer experience.
• Negotiation:
  Lead strategic negotiations and foster constructive dialogue.
• Results Orientation:
  Set high standards and hold everyone accountable for achieving results.
• Adaptability:
  Embrace change and foster a culture of continuous adaptation.
• Collaboration:
  
  Lead complex team projects and foster mutual respect and shared purpose.
• Impact and Influence:
  Drive organizational change and secure stakeholder support.
• Strategic Implementation:
  Lead development and execution of comprehensive strategic plans to achieve objectives.
• Continuous Improvement:
  Identify and implement major improvements across the organization.

• Proficiency in Word, Excel, PowerPoint, and Outlook – Expert level.
• Expert use of CRM software to manage and analyze customer interactions and data throughout the customer lifecycle.
• Expert familiarity with Microsoft Dynamics AX for enterprise resource planning.

• Completed Bachelor’s degree in Business or a related field, or equivalent work experience.
• 7–10 years of experience in sales or a relevant functional area.
• 4+ years in a management position.
• Travel to SHI, partner, and customer events; 25% travel required.
• Travel to customer sites within the dedicated territory.

The estimated annual pay range for this position is $250,000 – $400,000, which includes a base salary and commissions. Benefits may include medical, vision, dental, 401(k), and flexible spending accounts.

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