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Enterprise Account Manager
2 months ago
As a Field-based Enterprise Account Manager at SHI, you will be an accomplished business development expert dedicated to enhancing revenue and profit margins for our mid-market and large enterprise clientele. In this role, you will collaborate with Inside Sales teams, Field-based Solution Architects, and Software Licensing Sales Executives to craft comprehensive, value-driven technology solutions tailored to our customers' needs. Our Enterprise Account Managers are recognized for their ability to cultivate robust account relationships, devise strategic sales initiatives, and achieve outstanding results.
This role is designed for remote work, requiring candidates to maintain a home office setup while residing within a designated territory in Northern California to effectively meet business demands.
As an outside sales professional, you will spend over 50% of your time engaging with current and prospective SHI clients, identifying new business opportunities, networking, and pursuing potential leads. The ideal candidate will be self-driven and capable of operating with minimal supervision.
About SHI InternationalSince its inception in 1989, SHI International Corp. has empowered organizations to transform their operations through innovative technology solutions. With consistent growth, we are proud to be a $14 billion global leader in IT solutions and services.
More than 17,000 organizations worldwide trust SHI's personalized approach to navigate their technological advancements. Our employees, numbering over 6,000, are the core of our success. Joining our team means you will benefit from:
- A commitment to diversity, being the largest minority- and woman-owned enterprise in the U.S.
- Opportunities for continuous professional development and leadership growth.
- Comprehensive health, wellness, and financial benefits for you and your family.
- Access to world-class facilities and the technology necessary for success, whether in our offices or your own.
Responsibilities include, but are not limited to:
- Utilizing established relationships with assigned clients and markets.
- Generating new business to achieve personal targets within assigned Mid-Market and/or Large Enterprise accounts.
- Mastering SHI's value proposition to distinguish our solutions and consistently surpass revenue and profit objectives.
- Building proactive, effective partnerships with SHI Solution Architects and Software Licensing sales teams to drive solutions and software sales in your territory.
- Managing account relationships through senior-level engagements, developing effective sales strategies and pricing proposals, and communicating total cost of ownership, industry trends, and critical success factors for successful customer implementations.
- Maintaining strong relationships and collaborative selling initiatives with industry partners.
- Engaging with extended SHI support teams to identify new business opportunities, present IT lifecycle transition plans, and leverage service support resources for comprehensive solutions.
- Fostering successful interdepartmental relationships to deliver exceptional value to SHI customers and their business outcomes.
- Bachelor's Degree or equivalent professional experience required.
- A minimum of 10 years of direct, field-based technology sales experience; experience with VAR/IT solutions providers and OEMs is preferred.
- Proven ability to identify, create, develop, and manage opportunities within a sales pipeline, with a documented history of new business development.
- Experience selling within the direct territory and maintaining influential customer and partner relationships.
- A history of meeting or exceeding assigned sales quotas.
- Strong written and verbal communication abilities.
- Exceptional presentation skills.
- Self-motivated with the capability to work independently.
- Robust consultative sales skills.
- Proficiency in prospecting, negotiating, and closing deals.
- Solid understanding of technologies and partners that contribute to SHI's multi-vendor solutions portfolio.
- Demonstrated success in hunting for new business and marketing technical services.
- Influential relationships with customers and partners within the territory.
- Proven track record of achieving or exceeding assigned sales quotas.
- Ability to navigate the direct customer sales engagement process from prospecting to closure.
- Must currently hold or be able to obtain assigned OEM sales and/or technical certifications within the first 90 days of employment.
- This position requires a minimum of 50% of time spent outside of an office setting, meeting with existing and potential customers throughout the assigned territory. Overnight travel may be necessary.
- Travel to company events and meetings is required.
- Ability to travel within the assigned territory as needed.
- Equal Employment Opportunity – M/F/Disability/Protected Veteran Status
