Global Sales Account Executive, Pharmaceuticals
SHI GmbH, New York, NY, United States
Strategic Account Executive
The Strategic Account Executive 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
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
The estimated annual pay range for this position is $150,000 - $250,000 which includes a base salary and commissions. 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
The Strategic Account Executive 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
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
The estimated annual pay range for this position is $150,000 - $250,000 which includes a base salary and commissions. 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