Public Sector Account Executive

Position Overview

SHI International Corp. has helped organizations change the world through technology since 1989. With over $16 billion in global IT solutions and services supported by 7,000 employees, SHI is dedicated to delivering value and fostering a diverse and inclusive work environment.

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 building market awareness through active participation in industry events.

Key Responsibilities

• Master SHI’s value proposition to consistently exceed revenue and profit goals by developing 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.
• 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 support 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 strategically showcase SHI’s offerings to secure new business.
• Foster cross-department relationships and engage extended SHI support teams to identify new business opportunities.
• Build market awareness of SHI through participation in local/regional industry events, organizations, and affiliations.
• Continuously educate oneself to stay current on industry trends, products, and market conditions.

Required Qualifications

• Education: Completed Bachelor’s Degree or relevant work experience required
• Experience Required: Minimum 3-5 years of successful sales experience
• Requirements: Must be available for at least 50% time outside of an office setting meeting with customers, travel to customer sites and events, and obtain required sales/technical certifications within the first 90 days
• 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

Preferred Qualifications

• Business Acumen: Can evaluate market trends and competitive landscape to identify opportunities and risks.
• Closing Deals: Can develop and implement a strategic plan for closing deals, identifying high-value opportunities and using advanced negotiation techniques to secure outcomes.
• Consultative Sales: Can proactively seek out potential customers, initiate sales conversations, and offer innovative ideas to enhance the sales process.
• Interpersonal Skills: Can communicate effectively, build relationships, resolve conflicts, and influence key stakeholders.
• Listening: Actively engages by asking clarifying questions and providing thoughtful feedback.
• Negotiation: Demonstrates the ability to initiate discussions and resolve conflicts through effective negotiation.
• Organization: Effectively coordinates multiple projects and utilizes advanced organizational tools.
• Presenting: Designs and delivers engaging presentations tailored to diverse audiences.
• Professionalism: Proactively seeks challenges and contributes to a professional work environment.
• Prospecting: Implements strategic plans to identify and engage high-value potential customers.
• Self-Motivation: Takes initiative in self-development and drives innovative ideas.
• Time Management: Balances multiple tasks effectively and consistently meets deadlines.

Benefits & Perks

• Salary: $125,000 - $250,000 per year including base salary and commissions
• Compensation: Dependent on job-related knowledge, skills, experience, and market location
• Benefits: Medical, vision, dental, 401K, and flexible spending along with health, wellness, and financial benefits, and continuous professional growth opportunities