Global Sales Account Executive

Global Account Executive

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.

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.

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 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