SHI International Corp.
Enterprise Account Executive
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Enterprise Account Executive
role at
SHI International Corp.
About SHI International Corp. 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. The heartbeat of SHI is our employees – all 7,000 — and we are committed to building a culture of diversity, inclusion, and professional growth.
Job Summary The Enterprise Account Executive masters SHI’s value proposition to exceed revenue and profit goals, develops strategic sales approaches, and cultivates relationships with both existing and new customers. This role identifies sales opportunities, collaborates with internal support teams and external partners, and communicates SHI’s comprehensive portfolio of solutions tailored to customer objectives. The Executive also builds market awareness through industry events and maintains a competitive edge by staying informed on industry trends.
Responsibilities
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 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 – Evaluate market trends and competitive landscape to identify opportunities and risks.
Closing Deals – Develop and implement a strategic plan for closing deals, identifying high‑value opportunities and using advanced negotiation techniques.
Consultative Sales – Proactively seek out potential customers, initiate sales conversations, and contribute innovative ideas to improve the sales process.
Interpersonal Skills – Communicate effectively, build relationships, resolve conflicts, and influence others in significant situations.
Listening – Engage actively in listening by asking clarifying questions and providing feedback that shows a deep understanding of the conversation.
Negotiation – Proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
Organization – Effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.
Presenting – Design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.
Professionalism – Proactively seek out challenges, initiate projects, and contribute to a professional work environment.
Prospecting – Develop and implement a strategic prospecting plan, identifying high‑value potential customers and using advanced techniques to initiate contact and build relationships.
Self‑Motivation – Proactively seek out challenges, initiate self‑development projects, and contribute to personal or professional innovative ideas.
Time Management – Consistently use time effectively, balance multiple tasks, and meet deadlines.
Skill Level Requirements
Team selling environment – Intermediate
Consistently meet or exceed sales targets – Intermediate
Client relationship building and new business development – Intermediate
Account management – Intermediate
Project management – Intermediate
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.
Compensation The estimated annual pay range for this position is $120,000 – $250,000, which includes a base salary and commissions. Benefits may include, but are not limited to, medical, vision, dental, 401(k), and flexible spending.
Equal Employment Opportunity Equal Employment Opportunity – M/F/Disability/Protected Veteran Status
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Enterprise Account Executive
role at
SHI International Corp.
About SHI International Corp. 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. The heartbeat of SHI is our employees – all 7,000 — and we are committed to building a culture of diversity, inclusion, and professional growth.
Job Summary The Enterprise Account Executive masters SHI’s value proposition to exceed revenue and profit goals, develops strategic sales approaches, and cultivates relationships with both existing and new customers. This role identifies sales opportunities, collaborates with internal support teams and external partners, and communicates SHI’s comprehensive portfolio of solutions tailored to customer objectives. The Executive also builds market awareness through industry events and maintains a competitive edge by staying informed on industry trends.
Responsibilities
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 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 – Evaluate market trends and competitive landscape to identify opportunities and risks.
Closing Deals – Develop and implement a strategic plan for closing deals, identifying high‑value opportunities and using advanced negotiation techniques.
Consultative Sales – Proactively seek out potential customers, initiate sales conversations, and contribute innovative ideas to improve the sales process.
Interpersonal Skills – Communicate effectively, build relationships, resolve conflicts, and influence others in significant situations.
Listening – Engage actively in listening by asking clarifying questions and providing feedback that shows a deep understanding of the conversation.
Negotiation – Proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
Organization – Effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.
Presenting – Design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.
Professionalism – Proactively seek out challenges, initiate projects, and contribute to a professional work environment.
Prospecting – Develop and implement a strategic prospecting plan, identifying high‑value potential customers and using advanced techniques to initiate contact and build relationships.
Self‑Motivation – Proactively seek out challenges, initiate self‑development projects, and contribute to personal or professional innovative ideas.
Time Management – Consistently use time effectively, balance multiple tasks, and meet deadlines.
Skill Level Requirements
Team selling environment – Intermediate
Consistently meet or exceed sales targets – Intermediate
Client relationship building and new business development – Intermediate
Account management – Intermediate
Project management – Intermediate
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.
Compensation The estimated annual pay range for this position is $120,000 – $250,000, which includes a base salary and commissions. Benefits may include, but are not limited to, medical, vision, dental, 401(k), and flexible spending.
Equal Employment Opportunity Equal Employment Opportunity – M/F/Disability/Protected Veteran Status
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