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Strategic Account Executive

2 months ago

Pittsburgh Pennsylvania, United States SHI International Corp. Full time
About the Role

SHI International Corp. is seeking a highly experienced Business Development Professional to join our team as a Strategic Account Executive. This role will focus on driving revenue and margin growth for our mid-market and large Enterprise accounts.

Key Responsibilities
  • Leverage existing relationships with assigned customers and markets to drive new business and meet individual objectives.
  • Master SHI's value proposition to differentiate SHI solutions and consistently exceed revenue and profit goals.
  • Build proactive, solid selling partnerships with SHI Solution Architects and Software Licensing sales teams to drive solutions and software business in territory.
  • Manage account relationships through senior level engagements, develop penetrating sales strategies, and communicate total cost of ownership, industry trends, and critical success factors to ensure effective customer rollouts.
  • Maintain strong relationships and joint selling initiatives with industry partners.
  • Engage with extended SHI support teams to identify new business opportunities, present IT lifecycle transition plans, and leverage services support resources for turnkey solutions.
  • Foster successful cross-department relationships to provide exceptional value to SHI customers and their business outcomes.
Requirements
  • Bachelor's Degree or equivalent work experience required.
  • Minimum of 10+ years of direct, field-based technology sales experience; VAR/IT solutions provider, and OEM experience preferred.
  • Experience identifying, creating, developing, and managing opportunities in a sales pipeline with a documented history of new business development.
  • Experience selling within the direct territory with influential customer and partner relationships.
  • Experience successfully attaining/exceeding assigned sales quotas.
Preferred Skills
  • Effective written and verbal communication skills.
  • Excellent presentation skills.
  • Self-motivated with ability to work with limited direction and oversight.
  • Strong consultative sales skills.
  • Ability to prospect, negotiate, and close deals.
  • Solid understanding of technologies and partners that drive SHI's multi-vendor solutions portfolio.
  • Proven track record of hunting new business and marketing technical services.
  • Influential customer and partner relationships within the territory.
  • History of attaining/exceeding assigned sales quotas.
  • Ability to demonstrate clear understanding of direct customer sales engagement process from prospecting to close.
Certifications
  • Currently hold or have the ability to pass assigned OEM sales and/or technical certifications within the first 90 days of employment.
Unique Requirements
  • Position requires minimum 50% time outside of an office setting meeting with existing and potential customers throughout their assigned geography. Overnight travel may be required.
  • Position requires travel to company events and meetings.
  • Ability to travel within assigned territory as needed.