Cisco Business Sales Executive

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 $15 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 6,000 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 Cisco Business Sales Executive (BSE) at SHI is responsible for driving profitable growth in Cisco hardware, software, and services revenue through strategic solution selling, technical enablement, and proactive account management. The BSE works cross-functionally with SHI's sales organization, Cisco, and key ecosystem partners to create and deliver value-driven solutions that address complex customer business challenges. This role blends technical expertise, business acumen, and relationship-building to cultivate new business, expand existing accounts, and position SHI as a trusted Cisco advisor.

Candidates must reside in the Los Angeles, CA, or San Francisco, CA area, as this role requires an in-market presence.

Role Description

• Act as the primary Cisco subject matter expert and trusted advisor to SHI account executives and customers, providing deep knowledge of Cisco's portfolio (networking, security, collaboration, data center, cloud, etc.).
• Collaborate with SHI's sales teams to identify and develop new Cisco opportunities within assigned accounts and territories.
• In conjunction with Account Executives, drive the entire Cisco sales cycle: prospecting, qualification, solution positioning, quoting, closing, and post-sale follow-up.
• Conduct technical and business discovery with customers to understand IT environments, pain points, and desired outcomes; architect and recommend Cisco solutions accordingly.
• Lead and participate in customer-facing meetings, presentations, demonstrations, and whiteboarding sessions.
• Build and maintain strong relationships with Cisco account teams, technical resources, and ecosystem partners to co-develop go-to-market strategies and maximize revenue.
• Stay current on Cisco's roadmap, partner programs, promotions, certifications, and competitive landscape.
• Provide enablement, training, and mentorship to SHI sales teams to increase Cisco mindshare and sales effectiveness.
• Execute joint business plans with Cisco and participate inQuarterly Business Reviews, pipeline reviews, and account planning sessions.
• Track, manage, and report on Cisco pipeline, forecast, and results using CRM and other business tools.
• Support renewals, attach, upsell, and cross-sell motions, but with a primary focus on net new business growth and solution expansion.
• Represent SHI at Cisco and industry events as needed.

Behaviors and Competencies

• Strategic Implementation: Can independently develop and manage projects that translate strategic goals into business solutions, ensuring alignment with organizational objectives.
• Analytical Thinking: Can synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably.
• Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
• Strategic Thinking: Can analyze situations and can lead the development and execution of strategic initiatives.
• Self- Motivation: Can proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas.
• Technical Expertise: Can apply technical knowledge and skills effectively in complex situations and can guide others in the application of technical knowledge and skills.
• Adaptability: Can proactively adapt to challenging situations, anticipate changes, and make modifications to meet the demands of changing circumstances.
• Business Acumen: Can evaluate market trends and competitive landscape to identify opportunities and risks.
• Business Development: Can proactively seek out new markets, initiate strategic partnerships, and contribute to the development of innovative business strategies.
• Critical Thinking: Can apply critical thinking skills to complex problems, identifying logical and illogical reasoning, and making strategic decisions.

Skill Level Requirements

• The capacity to work independently, contribute effectively in team settings, and engage successfully with individuals at all organizational levels. - Intermediate
• The proficiency in delivering presentations and communicating effectively both verbally and in writing enables comfortable and professional interactions with diverse internal and external leadership contacts. - Intermediate
• The ability to actively listen and present ideas clearly and concisely to both technical and non-technical audiences. - Intermediate
• The expertise in using Microsoft Outlook, Word, Excel, PowerPoint, and various business systems such as AX, SalesCenter, CRM, and PBI. - Intermediate
• The ability to consistently research and proactively identify changes and trends within the software industry. - Intermediate
• The capability to establish and maintain relationships with external partners and executive-level stakeholders. - Intermediate
• The experience and knowledge in working with Cisco Global Segments. - Intermediate

Other Requirements

• Completed Bachelor's Degree or relevant work experience required
• 5-7 years of experience with IT sales or channel business development role
• 3-5 years of experience in working with partners and the IT Channel
• Experience with Cisco's full portfolio (networking, security, collaboration, data center, cloud, etc.).

Preferred

• Experience in Cybersecurity

The estimated annual pay range for this position is $110,000 - $150,000 which includes a base salary and bonus. 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