PubSec Microsoft Account Executive

Job Summary

The Account Executive is responsible for mastering SHI’s value proposition to exceed revenue and profit goals by developing strategic sales approaches, cultivating relationships with existing and new customers, and communicating SHI’s comprehensive portfolio of solutions tailored to customer objectives. The role includes identifying sales opportunities, collaborating with internal support teams and external partners, and maintaining a competitive edge by staying informed on industry trends.

• Develop and execute penetrating sales strategies and pricing proposals that consistently exceed revenue and profit goals.
• Identify and create opportunities in the sales pipeline to achieve sales targets; build business with existing customers and establish new ones using targeted sales techniques such as cold calling, meetings, and networking.
• 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 customers’ business objectives, IT priorities, and initiatives to provide tailored solutions.
• Position and communicate SHI’s portfolio of products, solutions, services, and capabilities to customers and partners, showcasing value and differentiating from competitors.
• Build cross‑department relationships and engage with extended SHI support teams to identify new business opportunities and leverage support resources.
• Build market awareness of SHI through participation in local and regional industry events and organizations.
• Continuously educate oneself to remain current on industry trends, products, and market conditions.

• Business acumen to evaluate market trends and competitive landscape.
• Advanced negotiation and closing skills to secure successful outcomes.
• Consultative sales skills to proactively engage potential customers and improve the sales process.
• Strong interpersonal, listening, and presentation skills to build relationships and influence stakeholders.
• Excellent organization, time‑management, and self‑motivation abilities to manage multiple projects and meet deadlines.

• Minimum Bachelor’s Degree or equivalent relevant work experience.
• 3–5 years of successful sales experience.
• Ability to excel in a team selling environment.
• Experience consistently meeting or exceeding sales targets.
• Expertise in client relationship building and new business development.
• Proficiency in account management and project management.
• Understanding of business operations and strategy.
• Minimum 50% time outside of an office setting meeting with existing and potential customers; travel to customer sites, SHI, partner, and customer events.
• Must have or be able to obtain required sales and/or technical certifications within the first 90 days of employment.

Benefits may include medical, vision, dental, 401(k), and flexible spending plans, as well as health, wellness, and financial benefits to support employees and their families.

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