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. The Account Executive also builds market awareness through industry event participation 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 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 offerings and defend SHI's value to win new business.
• Foster successful cross-department relationships and engage extended SHI support teams for identifying new business opportunities and leveraging support resources.
• Build market awareness 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 the competitive landscape to identify opportunities and risks.
• Closing Deals – develop and implement strategies for closing deals, identify high‑value opportunities, and use 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 in significant situations.
• Listening – actively engage in listening by asking clarifying questions and providing feedback that shows a deep understanding of the conversation.
• Negotiation – proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
• Organization – coordinate multiple projects, delegate tasks where appropriate, 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 out challenges, initiate projects, and contribute to a professional work environment.
• Prospecting – develop and implement a strategic prospecting plan, identify high‑value potential customers, and use advanced techniques to initiate contact and build relationships.
• Self‑Motivation – seek out challenges, initiate self‑development projects, and contribute 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 building and new business development – Intermediate
• Proficiency in account management – Intermediate
• Proficiency in project management – Intermediate
• Understanding of business operations and strategy – Intermediate

• Completed…