Public Sector Account Executive

Public Sector Account Executive – SHI International Corp.

Job Summary

The Public Sector 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 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, including high-value opportunities and advanced negotiation techniques.
• Consultative Sales:
  Proactively seek out potential customers, initiate sales conversations, and contribute ideas to improve the sales process.
• Interpersonal
  
  Skills:
  
  Communicate effectively, build relationships, and influence others.
• Listening:
  Actively listen, ask clarifying questions, and provide thoughtful feedback.
• Negotiation:
  Proactively pursue negotiation opportunities and resolve conflicts.
• Organization:
  Coordinate multiple projects and leverage organizational tools.
• Presenting:
  Design and deliver engaging presentations tailored to audience and context.
• Professionalism:
  Maintain a professional work environment and initiative.
• Prospecting:
  Develop strategic prospecting plans to identify high-value customers and initiate contact.
• Self-Motivation:
  Seek challenges and pursue self-development.
• Time Management:
  Manage time effectively to 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 dedicated territory
• Travel to SHI, Partner, and Customer Events
• Ability to obtain required sales and/or technical certifications within first 90 days of employment

Compensation:
The estimated annual pay range for this position is $125,000 - $250,000, including base salary and commissions. Benefits may include medical, vision, dental, 401K, and flexible spending.

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