Services Sales Executive - Microsoft
SHI International Corp., Saint Paul, Minnesota, United States
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 As a Microsoft Services Sales Executive (SSE), you will drive strategic services growth by partnering with Microsoft and SHI account teams to identify, qualify, and close services opportunities that accelerate customers’ digital transformation.
This role is consultative and relationship‑driven, requiring deep knowledge of Microsoft’s ecosystem, SHI’s services portfolio, and the ability to position business outcomes that deliver measurable value.
Role Description
Own the Services Sales Motion: Drive the full lifecycle of services opportunities – from discovery and qualification through proposal, negotiation, and close – aligned to Microsoft priorities and SHI’s strategic accounts.
Act as a Trusted Advisor: Engage with customer executives and technical stakeholders to understand business challenges, translate requirements, and position SHI’s Microsoft Services as the solution.
Collaborate Across Teams: Work closely with SHI sellers, Microsoft account teams, and delivery leaders to co‑sell and co‑create solutions that maximize customer success.
Lead Strategic Conversations: Facilitate workshops, assessments, and envisioning sessions to uncover new opportunities and influence customer roadmaps.
Manage Pipeline & Forecasting: Maintain accurate opportunity tracking, provide monthly forecasts, and ensure timely updates to leadership.
Drive Growth: Expand existing engagements and identify net‑new opportunities across Azure, Data & AI, Modern Work, and Security services.
Ensure Customer Success: Partner with delivery teams to set clear expectations, monitor engagement progress, and maintain accountability for successful outcomes.
Represent SHI’s Value: Serve as an expert in SHI’s Microsoft Services methodology, offerings, and differentiators.
Behaviors and Competencies
Business Development: Proactively seek out new markets, initiate strategic partnerships, and contribute to the development of innovative business strategies.
Closing Deals: Develop and implement a strategic plan for closing deals, identifying high‑value opportunities and using advanced negotiation techniques to secure successful outcomes.
Consultative Sales: Proactively seek out potential customers, initiate sales conversations, and contribute innovative ideas to improve the sales process.
Customer‑Centric Mindset: Proactively engage with customers to understand their needs and expectations.
Develop and implement strategies to enhance customer satisfaction and loyalty.
Communication: Effectively communicate complex ideas and information to diverse audiences and facilitate effective communication between others.
Relationship Building: Proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
Negotiation: Proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
Analytical Thinking: Synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably.
Adaptability: Adapt to challenging situations, anticipate changes, and make modifications to meet the demands of changing circumstances.
Resilience: Anticipate potential obstacles, develop contingency plans, and adapt strategies to overcome them.
Skill Level Requirements
Experience with partner’s Global, Enterprise, or Commercial Segment(s), including familiarity with partner's portals, tools, programs, processes, and distribution transactions.
- Intermediate
Ability to create and manage relationships with external partners, executive‑level stakeholders, and within a sales organization.
- Intermediate
Proficient in building and executing cross‑functional plans to achieve objectives; analyze business results to develop action plans.
- Intermediate
Creative and strategic thinking with excellent decision‑making skills; manage regional business independently from management.
- Intermediate
Excellent time management along with planning and organizational skills; self‑motivated and able to work autonomously.
- Intermediate
Communicate, present, and influence all levels of a customer and/or partner organization for building relationships and driving sales growth; skilled in prospecting, negotiating, and closing deals.
- Intermediate
Effectively position against competition and clearly articulate value.
- Intermediate
Self‑study and engage in independent work to increase job‑related knowledge and skills; self‑motivated with limited direction and oversight.
- Intermediate
Approachable, maintain composure, and possess a professional attitude.
- Intermediate
Preferred Qualifications/Skills:
Direct outside sales experience with large enterprise clients.
- Intermediate
Previous training and/or experience in solution selling.
- Intermediate
Experience selling and managing complex IT solutions.
- Intermediate
Multiple major technology sales certifications.
- Intermediate
Working knowledge of programs and technology from industry‑leading OEMs such as Microsoft.
- Intermediate
Working knowledge of emerging technologies such as Cloud, Security, IoT, and Digital Workplace.
- Intermediate
Other Requirements
Proven experience in Microsoft services sales, consulting, or solution selling.
Strong understanding of Microsoft cloud technologies (Modern Work and Data & AI).
Ability to build executive‑level relationships and influence decision‑making.
Skilled in opportunity qualification, proposal development, and negotiation.
Comfortable working in a fast‑paced, partner‑driven environment with multiple stakeholders.
Excellent communication, presentation, and organizational skills.
Bachelor’s Degree or equivalent relevant work experience required.
Minimum 5+ years’ experience in successful consultative selling and account development of commercial accounts with a services focus.
Previous experience in Consulting and/or Services Sales team is required.
Minimum 50% time outside of an office setting meeting with existing and potential customers and 10% attending company events.
Travel to customer sites within dedicated territory.
Travel to SHI, Partner, and Customer Events.
Why Join Us?
Be part of a high‑growth Microsoft practice with strong alignment to Microsoft’s priorities.
Work with industry‑leading experts and a collaborative team culture.
Opportunity to shape customer transformation strategies and deliver impactful outcomes.
Competitive compensation, benefits, and career development opportunities.
The estimated annual pay range for this position is $75,000 - $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
#J-18808-Ljbffr
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 As a Microsoft Services Sales Executive (SSE), you will drive strategic services growth by partnering with Microsoft and SHI account teams to identify, qualify, and close services opportunities that accelerate customers’ digital transformation.
This role is consultative and relationship‑driven, requiring deep knowledge of Microsoft’s ecosystem, SHI’s services portfolio, and the ability to position business outcomes that deliver measurable value.
Role Description
Own the Services Sales Motion: Drive the full lifecycle of services opportunities – from discovery and qualification through proposal, negotiation, and close – aligned to Microsoft priorities and SHI’s strategic accounts.
Act as a Trusted Advisor: Engage with customer executives and technical stakeholders to understand business challenges, translate requirements, and position SHI’s Microsoft Services as the solution.
Collaborate Across Teams: Work closely with SHI sellers, Microsoft account teams, and delivery leaders to co‑sell and co‑create solutions that maximize customer success.
Lead Strategic Conversations: Facilitate workshops, assessments, and envisioning sessions to uncover new opportunities and influence customer roadmaps.
Manage Pipeline & Forecasting: Maintain accurate opportunity tracking, provide monthly forecasts, and ensure timely updates to leadership.
Drive Growth: Expand existing engagements and identify net‑new opportunities across Azure, Data & AI, Modern Work, and Security services.
Ensure Customer Success: Partner with delivery teams to set clear expectations, monitor engagement progress, and maintain accountability for successful outcomes.
Represent SHI’s Value: Serve as an expert in SHI’s Microsoft Services methodology, offerings, and differentiators.
Behaviors and Competencies
Business Development: Proactively seek out new markets, initiate strategic partnerships, and contribute to the development of innovative business strategies.
Closing Deals: Develop and implement a strategic plan for closing deals, identifying high‑value opportunities and using advanced negotiation techniques to secure successful outcomes.
Consultative Sales: Proactively seek out potential customers, initiate sales conversations, and contribute innovative ideas to improve the sales process.
Customer‑Centric Mindset: Proactively engage with customers to understand their needs and expectations.
Develop and implement strategies to enhance customer satisfaction and loyalty.
Communication: Effectively communicate complex ideas and information to diverse audiences and facilitate effective communication between others.
Relationship Building: Proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
Negotiation: Proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
Analytical Thinking: Synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably.
Adaptability: Adapt to challenging situations, anticipate changes, and make modifications to meet the demands of changing circumstances.
Resilience: Anticipate potential obstacles, develop contingency plans, and adapt strategies to overcome them.
Skill Level Requirements
Experience with partner’s Global, Enterprise, or Commercial Segment(s), including familiarity with partner's portals, tools, programs, processes, and distribution transactions.
- Intermediate
Ability to create and manage relationships with external partners, executive‑level stakeholders, and within a sales organization.
- Intermediate
Proficient in building and executing cross‑functional plans to achieve objectives; analyze business results to develop action plans.
- Intermediate
Creative and strategic thinking with excellent decision‑making skills; manage regional business independently from management.
- Intermediate
Excellent time management along with planning and organizational skills; self‑motivated and able to work autonomously.
- Intermediate
Communicate, present, and influence all levels of a customer and/or partner organization for building relationships and driving sales growth; skilled in prospecting, negotiating, and closing deals.
- Intermediate
Effectively position against competition and clearly articulate value.
- Intermediate
Self‑study and engage in independent work to increase job‑related knowledge and skills; self‑motivated with limited direction and oversight.
- Intermediate
Approachable, maintain composure, and possess a professional attitude.
- Intermediate
Preferred Qualifications/Skills:
Direct outside sales experience with large enterprise clients.
- Intermediate
Previous training and/or experience in solution selling.
- Intermediate
Experience selling and managing complex IT solutions.
- Intermediate
Multiple major technology sales certifications.
- Intermediate
Working knowledge of programs and technology from industry‑leading OEMs such as Microsoft.
- Intermediate
Working knowledge of emerging technologies such as Cloud, Security, IoT, and Digital Workplace.
- Intermediate
Other Requirements
Proven experience in Microsoft services sales, consulting, or solution selling.
Strong understanding of Microsoft cloud technologies (Modern Work and Data & AI).
Ability to build executive‑level relationships and influence decision‑making.
Skilled in opportunity qualification, proposal development, and negotiation.
Comfortable working in a fast‑paced, partner‑driven environment with multiple stakeholders.
Excellent communication, presentation, and organizational skills.
Bachelor’s Degree or equivalent relevant work experience required.
Minimum 5+ years’ experience in successful consultative selling and account development of commercial accounts with a services focus.
Previous experience in Consulting and/or Services Sales team is required.
Minimum 50% time outside of an office setting meeting with existing and potential customers and 10% attending company events.
Travel to customer sites within dedicated territory.
Travel to SHI, Partner, and Customer Events.
Why Join Us?
Be part of a high‑growth Microsoft practice with strong alignment to Microsoft’s priorities.
Work with industry‑leading experts and a collaborative team culture.
Opportunity to shape customer transformation strategies and deliver impactful outcomes.
Competitive compensation, benefits, and career development opportunities.
The estimated annual pay range for this position is $75,000 - $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
#J-18808-Ljbffr