PubSec Account Executive

Job Summary

The Pub Sec Account Executive is tasked with 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. This role involves identifying sales opportunities, collaborating with internal support teams and external partners, and effectively communicating SHI's comprehensive portfolio of solutions tailored to customer objectives. Additionally, the Account Executive is responsible for building market awareness through participation in industry events and maintaining a competitive edge by staying informed on industry trends.

• Master SHI’s value proposition to consistently 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 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.
• Be aware of SHI’s industry competition and showcase the offerings and defend SHI’s value to win new business.
• Foster successful cross‑department relationships and engage with extended SHI support teams for new business opportunities and support resources.
• Build market awareness of SHI through participation in local and regional industry events, organizations, and affiliations.
• Continuously educate oneself to remain 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 a strategic plan for closing deals, using advanced negotiation techniques.
• Consultative Sales – proactively seek out potential customers, initiate sales conversations, and contribute innovative ideas to improve the sales process.
• Interpersonal Skills – communicate effectively, build relationships, resolve conflicts, and influence others.
• Listening – engage actively by asking clarifying questions and showing deep understanding.
• Negotiation – seek negotiation opportunities, initiate discussions, and contribute to conflict resolution.
• Organization – coordinate multiple projects, delegate tasks, employ advanced tools, and manage time effectively.
• Presenting – design and deliver engaging presentations tailored to audience and medium.
• Professionalism – proactively seek opportunities, initiate projects, and maintain a professional environment.
• Prospecting – develop and implement a strategic prospecting plan for high‑value potential customers.
• Self‑Motivation – seek challenges, initiate self‑development projects, and contribute innovative ideas.
• Time Management – use time consistently, balance multiple tasks, and meet deadlines.

• Completed Bachelor’s Degree or relevant work experience.
• Minimum 3‑5 years of successful sales experience, with at least 50% time outside the office meeting with existing and potential customers.
• Travel required to customer sites within a dedicated territory and to SHI, Partner, and Customer events.
• Must hold or obtain required sales and/or technical certifications within the first 90 days of employment.
• Skill level:
  Intermediate in team selling, meeting/exceeding sales targets, client relationship building, new business development, account management, project management, and understanding of business operations and strategy.

• Base salary: $50,000.
• Estimated on-target earnings (OTE): $125,000 – $250,000, depending on knowledge, skills, experience, and market.
• Benefits include medical, vision, dental, 401(k), and flexible spending.

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