An Enterprise 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.
Responsibilities
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
Requirements
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 successful outcomes
Consultative Sales: Can proactively seek out potential customers, initiate sales conversations, and contribute innovative ideas to improve the sales process
Interpersonal Skills: Can communicate effectively, build relationships, resolve conflicts, and influence others in significant situations
Millions of jobs, with real people getting hired every day
200,000+
New jobs added daily
7,000,000+
Verified job listings
1,000,000+
Tailored applications submitted
Listening: Can actively engage in listening by asking clarifying questions and providing feedback that shows a deep understanding of the conversation
Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution
Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods
Presenting: Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium
Professionalism: Can proactively seek out challenges, initiate projects, and contribute to a professional work environment
Prospecting: Can develop and implement a strategic prospecting plan, identifying high-value potential customers and using advanced techniques to initiate contact and build relationships
Self-Motivation: Can proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas
Time Management: Can consistently 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 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
Currently hold or have the ability to obtain required sales and/or technical certifications within first 90 days of employment
Benefits
Medical, vision, dental, 401K, and flexible spending
Commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
Continuous professional growth and leadership opportunities
Health, wellness, and financial benefits to offer peace of mind to you and your family
World-class facilities and the technology you need to thrive – in our offices or yours
Important Details
This position is required to reside in the Los Angeles, CA area to support business needs as determined by SHI management
About the Company
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. The heartbeat of SHI is our employees – all 7,000 of them.
