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 and cultivating relationships with both existing and new customers. The role involves identifying sales opportunities, collaborating with internal support teams and external partners, and communicating SHI’s comprehensive portfolio of solutions tailored to customer objectives.

• Develop and implement penetrating sales strategies and pricing proposals that consistently exceed revenue and profit targets.
• Build and nurture relationships with existing customers while establishing new accounts through targeted sales techniques such as cold calling, meetings, and networking.
• Identify and create opportunities in the sales pipeline to achieve quarterly and annual sales targets.
• Collaborate with sales management to prioritize and manage sales opportunities.
• Build proactive partnerships with internal SHI support teams and external industry partners to drive joint selling initiatives.
• Understand customers’ 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.
• Monitor industry competition and defend SHI’s value proposition to win new business.
• Foster cross‑department relationships and engage extended SHI support teams to identify new business opportunities.
• Build market awareness through participation in local/regional industry events, organizations, and affiliations.
• Continuously stay current on industry trends, products, and market conditions.

• Business Acumen: Evaluate market trends and competitive landscape to identify opportunities and risks.
• Closing Deals: Develop and implement strategic plans for closing deals and using advanced negotiation techniques.
• Consultative Sales: Proactively seek out potential customers, initiate sales conversations, and improve the sales process.
• Interpersonal
  
  Skills:
  
  Communicate effectively, build relationships, resolve conflicts, and influence others.
• Listening: Engage actively by asking clarifying questions and providing thoughtful feedback.
• Negotiation: Identify and pursue negotiation opportunities and contribute to conflict resolution.
• Organization: Coordinate multiple projects, delegate tasks, and use advanced organizational tools.
• Presenting: Design and deliver engaging presentations tailored to audience and context.
• Professionalism: Seek challenges, initiate projects, and maintain a professional work environment.
• Prospecting: Implement strategic prospecting plans and advanced techniques to build relationships.
• Self‑Motivation: Take initiative for self‑development projects and contribute innovative ideas.
• Time Management: Use time effectively, balance 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 a dedicated territory.
• Travel to SHI, partner, and customer events.
• Currently hold or have the ability to obtain required sales and/or technical certifications within the first 90 days of employment.

• Earnings: $100,000 – $200,000 annually, including base salary and bonus, with full variability based on experience and market location.
• Benefits: medical, vision, dental, 401K, flexible spending.
• Additional competitive benefits and opportunities for professional growth and leadership.
• Equal Employment Opportunity – M/F/Disability/Protected Veteran Status.

SHI International Corp. is a $16billion global provider of IT solutions and services, serving over 17,000 organizations worldwide. The company values diversity, continuous professional growth, health and wellness benefits, and technology‑enabled work environments.