Commercial Account Executive

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. Our employees are the heartbeat of SHI – all 7,000 of them.

The 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. The Account Executive also builds market awareness through industry events and maintains 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 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:
  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 to secure successful outcomes.
• 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:
  Actively engage in listening by asking clarifying questions and providing feedback that shows a deep understanding of the conversation.
• Negotiation:
  Seek negotiation opportunities, initiate discussions, and contribute to conflict resolution.
• Organization:
  Coordinate multiple projects, delegate tasks, and employ advanced organizational tools and methods.
• Presenting:
  Design and deliver engaging presentations, adapting content and style to suit the audience, context, and medium.
• Professionalism:
  Seek challenges, initiate projects, and contribute to a professional work environment.
• Prospecting:
  Develop and implement a strategic prospecting plan, identifying high-value potential customers and using advanced techniques to initiate contact.
• Self‑Motivation:
  Initiate self‑development projects and contribute to personal or professional innovative ideas.
• Time Management:
  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…