Strategic Sr. Sales Account Executive, Infrastructure

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. But the heartbeat of SHI is our employees – all 7,000 of them. If you join our team, you’ll enjoy:

• Our 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. 

Job Summary

The Sr. Account Executive will master SHI's value proposition to drive revenue and profit goals, leveraging strategic relationships with existing and new customers to enhance business growth. This role involves acting as a key liaison between clients and SHI, managing high-level interactions, negotiations, and contract discussions while optimizing sales strategies through a deep understanding of customer objectives and market trends. The Sr. Account Executive will collaborate closely with support teams to meet customer needs and increase market awareness through active industry engagement.
This position is a field position with a home office set up; however required to reside in the dedicated territory of Houston, Texas, to support business needs.

Role Description

• Master SHI’s value proposition to consistently exceed revenue and profit goals, establish sales goals, and oversee their achievement to drive business growth.

• Leverage existing relationships with assigned customers and markets, manage account relationships through senior-level engagements, and develop strong, long-lasting strategic relationships with current and new customers.

• Build and maintain strategic, trusted advisor relationships with both current and new customers and partners.

• Solicit and analyze feedback from clients to enhance service delivery and customer engagement.

• Act as a key liaison between clients and the company, managing high-level interactions and negotiations, and addressing customer issues promptly and effectively to maintain trust and loyalty.

• Engage in contract discussions and finalize agreements that benefit both the client and SHI.

• Gain a deep understanding of customers’ business objectives, IT priorities, and initiatives across various stakeholders.

• Understand and interpret sales metrics to optimize sales strategies and performance.

• Work closely with pre and post-sales support teams to ensure customer needs are met and sales goals are achieved.

• Increase market awareness by participating in local/regional industry events and affiliations.

• Continuously educate oneself on industry trends, products, and market conditions to stay competitive.

Behaviors and Competencies

• Business Acumen: Can develop and execute business plans to drive growth and profitability.

• Closing Deals: Can manage a team responsible for closing deals, provide guidance and training on effective strategies, analyze the effectiveness of deal-closing efforts, and make necessary adjustments.

• Consultative Sales: Can take ownership of complex sales initiatives, collaborate with team members, and drive sales results through a consultative approach.

• Interpersonal Skills: Can communicate effectively, build relationships, resolve conflicts, influence others, and support others in developing their interpersonal skills in major situations.

• Listening: Can synthesize information from various sources, anticipate needs, and provide insights that contribute to effective problem-solving.

• Negotiation: Can take ownership of complex negotiations, collaborate with others, and drive consensus.

• Organization: Can oversee complex projects with multiple moving parts, ensure team alignment with organizational systems, and adapt to changing priorities.

• Presenting: Can effectively use visual aids, storytelling, and persuasive techniques to enhance presentations and engage audiences.

• Professionalism: Can take ownership of complex initiatives, collaborate with others in a respectful and professional manner, and drive results.

• Prospecting: Can manage a prospecting team, provide guidance and training on effective prospecting strategies, analyze the effectiveness of prospecting efforts, and make necessary adjustments.

• Self-Motivation: Can take ownership of complex personal or professional initiatives, collaborate with others when necessary, and drive results through self-motivation.

• Time Management: Can manage time effectively, accurately estimate the time required for specific tasks, balance multiple tasks, and help others in improving their time management skills.

Skill Level Requirements

• 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

Other Requirements

• Minimum 50% time outside of an office setting meeting with existing and potential customers and attending company events

• 5+ years of experience in a Business Development role

• 5+ years of successful sales experience

• Minimum Bachelor’s Degree or equivalent work experience

• Currently hold any required sales and/or technical certifications

The estimated annual pay range for this position is $125,000 - $350,000 which includes a base salary and commissions. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

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