Global Sales Business Development Executive, Global System Integrators - Remote Eligible

Business Development Executive (BDE)

The Business Development Executive (BDE) will drive strategic growth for SHI International by developing and expanding relationships with Indian-based Global System Integrators (GSIs), including TCS, Wipro, and HCL. This role requires a proven ability to build executive-level relationships, influence complex buying decisions, and create joint go-to-market strategies that unlock significant revenue opportunities. This is a remote position with a home office setup; however, it is required to reside in the United States to support business needs. Up to 50% of travel is required for this position.

Role Description

Strategic Account Development:

• Identify, engage, and grow partnerships with TCS, Wipro, and HCL to influence global IT spend and drive SHI's solutions portfolio.
• Develop and execute account plans aligned with SHI's global sales strategy and GSI objectives.

Pipeline & Opportunity Management:

• Build and manage a robust pipeline of opportunities through proactive outreach, networking, and collaboration with SHI's internal teams.
• Leverage SHI's sales management platforms to track progress and ensure attainment of quarterly and annual targets.

Relationship Building:

• Establish trusted advisor relationships with senior stakeholders at GSIs, including executive management, technology leadership, and sourcing teams.
• Collaborate with SHI Account Executives, Technical Strategists, and OEM partners to deliver integrated solutions.

Solution Positioning:

• Promote SHI's full portfolio of IT infrastructure, cloud, cybersecurity, and services offerings.
• Align solutions with customer business objectives and IT priorities.

Cross-Functional Collaboration:

• Work closely with internal support teams, marketing, and partner alliances to execute joint initiatives and events.
• Influence internal stakeholders to prioritize GSI strategies and resources.

Behaviors and Competencies:

• Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
• Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines.
• Self-Development: Can actively seek feedback and use it constructively for personal growth.
• Strategic Thinking: Can analyze situations and can lead the development and execution of strategic initiatives.
• Decision-Making: Can analyze complex information, predict long-term consequences, and make decisions that align with strategic goals.
• Professionalism: Can proactively seek out challenges, initiate projects, and contribute to a professional work environment.
• Interpersonal Skills: Can communicate effectively, build relationships, resolve conflicts, and influence others in significant situations.
• Self-Motivation: Can proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas.
• Performance Management: Can provide constructive feedback to others, identify performance gaps, and implement improvement plans.
• Business Development: Can proactively seek out new markets, initiate strategic partnerships, and contribute to the development of innovative business strategies.

Skill Level Requirements:

• Expertise in client relationship building and new business development - Intermediate
• Ability to cold call and create new business opportunities - Intermediate
• Ability to identify, create, develop, and manage high-impact sales opportunities and lead a team to achieve and exceed sales targets - Intermediate
• The capability to identify potential clients, effectively negotiate terms, and successfully finalize business transactions. - Intermediate
• The understanding of key business principles and practices to make informed and effective decisions that contribute to organizational success. - Intermediate
• The ability to efficiently manage tasks and projects by prioritizing responsibilities and effectively utilizing time to achieve objectives. - Intermediate

Other Requirements:

• Bachelor's degree or equivalent experience is required.
• Minimum 8–10 years in business development, sales, or account management within the technology sector.
• Strong understanding of IT solutions, cloud technologies, and enterprise services.
• Proven success working with or for GSIs, preferably Indian-based integrators.
• Ability to navigate complex organizations and build multi-level relationships.
• Strategic thinker with a proactive mindset and strong negotiation skills.

The base salary for this position is $192,000 - $228,000. The estimated on-target earnings, or OTE, which includes a base salary and bonus/commissions, are $275,000 - $325,000. 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.