Commercial Account Executive - Bay Area
Mid-level Account Executive role at Shi. US - CA - Home Office · full-time · $120,000–$250,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Use SHI’s value proposition to surpass revenue and profit goals while creating sales plans and pricing proposals
- Grow the pipeline through cold calls, meetings, networking, and targeted work with current and prospective customers
- Coordinate with sales leaders, internal teams, and outside partners to manage opportunities and support joint selling
- Connect customer business goals and IT priorities to relevant SHI products, services, and solutions
- Attend industry events and track competitors, products, and market shifts to strengthen SHI’s market presence
What you bring
- A completed bachelor’s degree
- Successful sales experience spanning three to five years
- The ability to spend at least half your time meeting customers outside an office
- Willingness to travel across your territory and attend SHI, partner, and customer events
- Required sales or technical certifications, or the ability to obtain them within your first ninety days
Who this fits
This role suits a consultative seller who can build customer relationships, prospect for new business, manage multiple opportunities, and communicate effectively with partners and internal teams. You must live in the San Francisco or San Jose area and travel within your assigned territory for customer and partner meetings.
From the employer
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 Commercial 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.Candidates must reside in the San Francisco, CA, or San Jose, CA region and be able to travel within their assigned territory for customer and partner engagements.
Role Description
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.
Behaviors and Competencies
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.
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.
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
Completed Bachelor’s Degree
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
The estimated annual pay range for this position is $120,000 - $250,000 which includes a base salary and commission. 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
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