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 $15 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.
Role Description
Develop business with existing customers and establish new customers through targeted sales techniques such as cold calling, customer meetings, partner, and industry networking.
Collaborate with Sales Management to 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 customers’ 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 the 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 and excel in a team selling environment by coordinating resources.
Stay informed on industry trends, products, market conditions, and competition to enhance market positioning and build market awareness through participation in local/regional industry events, organizations, and affiliations.
Drive the sales process by coordinating customer reviews of aging inventory and looking for refresh opportunities using partner programs, promotions, and pricing to maximize margin.
Coach and train the sales team to identify and qualify opportunities to achieve partner revenue and GM target attainment.
Provide monthly reporting, analysis of business results, and joint pipeline to business leaders within the territory, ensuring alignment with partner sales goals and executing sales growth plans proactively.
Behaviors and Competencies
Business Development: Can proactively seek out new markets, initiate strategic partnerships, and contribute to the development of innovative business strategies.
Closing Deals: Can develop and implement a strategic plan for closing deals, identifying high-value opportunities and using advanced negotiation techniques to secure successful outcomes.
Consultative Sales: Can proactively seek out potential customers, initiate sales conversations, and contribute innovative ideas to improve the sales process.
Customer-Centric Mindset: Can proactively engage with customers to understand their needs and expectations. Develops and implements strategies to enhance customer satisfaction and loyalty.
Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
Analytical Thinking: Can synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably.
Adaptability: Can proactively adapt to challenging situations, anticipate changes, and make modifications to meet the demands of changing circumstances.
Resilience: Can proactively 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; able to analyze business results to develop action plans. - Intermediate
Creative and strategic thinking with excellent decision-making skills; capable of managing regional business independently from Management. - Intermediate
Excellent time management along with planning and organizational skills; self-motivated with the ability to work autonomously. - Intermediate
Ability to 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
Ability to effectively position against competition and clearly articulate value. - Intermediate
Ability to self-study and engage in independent work to increase job-related knowledge and skills; self-motivated with the ability to work with limited direction and oversight. - Intermediate
Ability to be 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, Dell/VMware, HP, Cisco, Apple, AWS, Lenovo - Intermediate
Working knowledge of emerging technologies such as Cloud, Security, IoT, and Digital Workplace - Intermediate
Other Requirements
Bachelor’s Degree or equivalent relevant work experience required.
3-5 years of successful IT sales experience, including direct outside sales with large enterprise clients.
3-5 years of experience selling enterprise solutions and working with partners/the IT Channel
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
The base salary for this position is $180,000 - $220,000. The estimated on-target earnings, or OTE, which includes a base salary and bonus/commissions, are $200,000 - $250,000. 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
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What We Do
Think of SHI as your personal technology concierge. We connect your team with the IT solutions and services you need to support your organizational growth and employee experience.
Whether you’re building a modern hybrid workplace, defending against an evolving threat landscape, making the cloud work harder for you, or searching for ways to optimize your software portfolio, our friendly 6,000-person team is ready to solve what’s next for your organization.
Our in-house data center integration, device configuration, and deployment and license advisory services, plus our top-tier status with vendors and flexible financing make life simpler for IT decision makers.
Execute your IT vision with stress-free, scalable solutions you – and your people – will love.
SHI is proud to be the largest Minority/Woman Owned Business Enterprise (MWBE) in the United States.
