Global Sales Account Executive

San Jose, CA, United States

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.

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 $14 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.

Responsibilities

Include, but are not limited to:

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

Qualifications

Bachelor's Degree or relevant work experience required

5-10 years successful IT sales experience

Demonstrate ability to excel in a fast paced and constantly evolving environment

Experience continually meeting or exceeding sales targets by selling company products, solutions, and services to new and existing customers

Experience Identifying, Creating, Developing and Managing Opportunities in a Sales Pipeline with a documented history of New Business Development

Required Skills

Effective written, verbal, listening, and presentation communication abilities

Excellent time management, planning, and organization skills

Strong interpersonal and customer service skills

Possess good judgment and decision-making skills

Ability to communicate, present and influence all levels of a customer and/or partner organization for the purposes of building relationships and driving sales growth

Ability to effectively position against competition, and clearly articulate value

Ability to self-study and engage in independent work to increase job related knowledge and skills

Ability to think ahead, plan long-term decisions, and anticipate outcomes

Ability to be approachable, maintain composure, and possess a professional attitude

Self-motivated with ability to work with limited direction and oversight

Ability to prospect, negotiate, and close deals

Excellent consultative sales skills

Preferred Qualifications/Skills:

Direct outside sales experience with large enterprise clients

Previous training and/or experience in solution selling

Experience selling and managing complex IT solutions

Multiple major technology sales certifications

Working knowledge of Programs and technology from Industry Leading OEMs such as Microsoft, Dell/VMware, HP, Cisco, Apple, AWS, Lenovo

Working knowledge of emerging technologies such as Cloud, Security, IoT, Digital Workplace

Certifications Required

MBA prefered but not mandatory

Unique Requirements

Travel 25% of the time within assigned sales territory to meet existing and potential customers and attend company events

Additional Information

The estimated annual pay range for this position is $150,000 - $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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Job Locations US-AZ-Scottsdale | US-AZ-Phoenix | US-CA-San Francisco | US-CA-San Jose

Requisition ID 2024-17149

Approved Min (Total Target Comp) USD $150,000.00/Yr.

Approved Max (Total Target Comp) USD $250,000.00/Yr.

Compensation Structure Base Plus Commission

Category Inside/Outside Sales