PubSec Client Executive

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

The PubSec Client Executive is responsible for driving revenue and profit growth by developing new business, expanding existing accounts, and delivering a best-in-class client experience across the full sales cycle. This role blends proactive prospecting (phone/email/outreach), consultative discovery, solution positioning, quoting and order execution, and strategic account planning. The Client Executive partners closely with internal specialist teams and external partners to architect and deliver IT solutions aligned to customer objectives, while building market awareness through networking and industry engagement.
This role operates on a hybrid schedule and includes required in-office days at SHI International’s Somerset, NJ headquarters.

Role Description

Business Development & Prospecting 

• Generate new opportunities through cold calling, targeted outreach, email campaigns, networking, and social prospecting. 

• Build and execute a prospecting plan to identify, qualify, and engage high-potential accounts and contacts. 

• Develop and manage a healthy pipeline to consistently meet or exceed monthly, quarterly, and annual targets. 

Account Management & Relationship Growth 

• Own and grow a book of business by strengthening relationships with decision-makers and influencers. 

• Conduct discovery to understand the customer’s business objectives, IT priorities, pain points, and initiatives. 

• Provide recommendations that help customers achieve outcomes, increase adoption, and modernize their IT environments. 

Consultative Selling & Solution Positioning 

• Position and clearly communicate a comprehensive portfolio of products, solutions, and services tailored to client needs. 

• Translate technical concepts into business value and outcomes for varied audiences. 

• Maintain awareness of competitive landscape and effectively defend value in competitive situations. 

Sales Cycle Execution 

• Lead opportunities end-to-end: discovery → solution alignment → pricing strategy → proposals → negotiation → close. 

• Prepare quotes and facilitate order placement, ensuring accuracy, timeliness, and an excellent customer experience. 

• Manage projects through the entire sales cycle, coordinating stakeholders and timelines. 

Collaboration & Team Selling 

• Collaborate and co-sell with internal resources (specialists, solution architects, services teams, leadership) to deliver the best solution. 

• Build proactive partnerships with external partners (OEMs, service providers, distributors) to drive joint outcomes. 

• Proactively schedule and facilitate customer meetings that advance opportunities and expand relationships. 

Market Awareness & Continuous Learning 

• Build market visibility through participation in regional events, associations, and partner/customer activities. 

• Stay current on industry trends, product updates, and market conditions to bring insight-led conversations to clients. 

• Pursue relevant sales and/or technical learning to strengthen credibility and execution. 

Behaviors and Competencies

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• Consultative Sales: Uncovers needs, aligns solutions to outcomes, and advances value-based proposals. 

• Prospecting: Creates pipeline via strategic outreach, qualification, and persistent follow-up. 

• Customer Service Mindset: Responsive, accountable, and focused on a superior end-to-end experience. 

• Communication: Clear, concise, and confident across phone, email, and in-person/virtual meetings. 

• Listening & Discovery: Asks thoughtful questions, confirms understanding, and identifies underlying priorities. 

• Problem-Solving: Brings options, mitigates risk, and coordinates resources to resolve obstacles. 

• Organization & Time Management: Balances multiple deals/projects, maintains CRM hygiene, and meets deadlines. 

• Collaboration: Works effectively with internal teams and partners to deliver shared outcomes. 

• Professionalism & Self-Motivation: Takes initiative, drives results independently, and demonstrates ownership. 

Advanced/Strategic Competencies (as role maturity increases) 

• Business Acumen: Connects solutions to operational/strategic impact and recognizes market dynamics. 

• Negotiation & Closing: Builds win-win agreements and executes a structured close plan. 

• Presenting: Delivers compelling presentations tailored to audience and setting. 

Skill Level Requirements

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• The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently – Intermediate

• Proficiency in utilizing Customer Relationship Management (CRM) software to manage and analyze customer interactions and data throughout the customer lifecycle, improving customer service, retention, and sales growth – Intermediate

• Proficiency in generating new business opportunities through cold calling and strategic outreach to drive pipeline growth and revenue – Intermediate

• Proficiency in growing and retaining existing customer relationships through proactive engagement and account management – Intermediate

• Proficiency in consultative discovery techniques to identify customer needs and align appropriate solutions – Intermediate

• Proficiency in managing the full sales cycle, including pipeline management, forecasting, and close planning – Intermediate

• Proficiency in quoting, proposal development, and order execution to ensure accurate and timely deal completion – Intermediate

• Proficiency in coordinating projects across internal teams and external partners to support successful customer outcomes – Intermediate

• Familiarity with CRM workflows and adherence to structured sales processes to ensure consistency and sales rigor – Intermediate

Other Requirements

• Completed Bachelor’s degree or equivalent relevant work experience 

• 1+ year of successful sales experience in a comparable role (technology/solutions sales preferred) 

• Comfort operating in a team-selling environment with internal specialists and partner ecosystems 

• Expected travel: 10% (varies by territory and account coverage), including: customer site meetings within assigned territory and partner, customer, and company events

The base salary for this position is $40,000. The estimated on-target earnings, or OTE, which includes a base salary and commissions, are $80,000 - $200,000. 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