Global Sales Account Executive, Telecommunications
At a glance
Mid-level Account Executive role at Shi. Remote, United States of America · full-time · $150,000–$250,000 OTE.
Growth Roles summary, based on the employer's posting.
What you'll do
- Grow existing accounts and open new ones through cold calls, customer meetings, partner connections, and industry networking
- Build and manage opportunities in the sales pipeline with sales management against quarterly and annual targets
- Learn customer business goals and IT priorities, then tailor solutions across cloud, data center, mobility, security, ITAM, and lifecycle services
- Coordinate internal support teams and external partners in joint selling, while presenting value and handling objections through close
- Represent the company at regional industry events and track competition, products, market conditions, and industry trends
What you bring
- A completed bachelor’s degree or relevant professional experience is required
- At least three to five years of successful outside sales experience
- Experience building client relationships, developing new business, managing accounts, and working in team-based selling
- You can travel to customer locations in your assigned territory and attend SHI, partner, and customer events
- You hold, or can obtain within your first ninety days, required sales or technical certifications
Who this fits
You’ll suit a consultative outside-sales role focused on telecommunications customers, strategic relationships, prospecting, negotiation, and closing. The position is remote within the United States, but requires at least half your time meeting customers outside an office and traveling within your territory and to events. It is a mid-level individual contributor role centered on revenue and profit targets.
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 Global Account Executive will be responsible for growing new business by expanding the portfolio of products and services within existing accounts and/or developing new business with companies within their assigned Customer List. The Global Account Executive will identify customer business needs, qualify opportunities, present value, overcome objections, close sales and record sales activity. Working with our Sales Leadership, Internal Support, and our Training and Development Teams this individual will be enabled to position our company’s Innovative Solutions and World Class Support to their Target Customer List.The 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.
Role Description
Develop Business with existing customers and establish new customers based on targeted sales techniques by Cold Calling, Customer Meetings, Partner and Industry Networking
In collaboration with Sales Management, identify, create, develop and manage opportunities in the Sales Pipeline and Sales Management Platform to achieve quarterly and annual Sales Targets and Goals
Develop and maintain strong, long-lasting Strategic and Trusted Advisor Relationships with current and new customers and partner Contacts
Understand Customer’s Business Objectives, IT Priorities and Initiatives across various stakeholders, including: Executive Management, Technology Leadership, Strategic Sourcing, Asset Management, and Line of Business
Position and Effectively Communicate our company’s Portfolio of Products, Solutions, Services and Capabilities across Cloud, Data Center, Mobility, Security, ITAM and Lifecycle Services
Collaborate with Pre and Post Sales Internal Support Teams
Excel in a Team Selling Environment, coordinating resources across
Continue Education on industry trends, products, and market conditions
Be aware of SHI's industry competition and how to properly showcase our offerings and defend SHI's value to win new business
Build market awareness of our company through participation in local/regional industry events, organizations, and affiliations
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 or relevant work experience required
Minimum 3-5 years of successful outside 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 on-target earnings, or OTE, which includes a base salary and bonus/commissions, are $150,000 - $250,000. 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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