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.
This role reports to the Vice President, Public Sector Field Sales.
Role Description
Team Leadership & Development
Lead, coach, and motivate a team of Inside Account Executives and Account Managers to achieve individual and team sales targets.
Drive professional development and ongoing training to enhance product knowledge, sales skills, and customer service excellence.
Conduct regular one-on-one meetings, team meetings, and performance reviews.
Foster a culture of collaboration, accountability, and continuous improvement.
Sales Strategy & Execution
Partner with field sales leadership to align account coverage, territory planning, and strategic growth initiatives.
Oversee the management of key account portfolios, ensuring proactive outreach and world-class support.
Analyze sales metrics and pipeline data to identify opportunities, address gaps, and optimize results.
Customer & Partner Engagement
Manage consistent prospecting activities across the Inside Account Executive organization.
Ensure the team builds and maintains strong relationships with Public Sector customers, contract stakeholders, vendors, and partners.
Oversee the execution of customer business reviews, contract adoption strategies, and escalation management for support and compliance issues.
Support team members in complex deal negotiation, contract management, and problem resolution.
Operational Excellence
Monitor adherence to SHI sales processes, contract terms, and compliance requirements.
Champion the effective use of CRM and internal sales tools for quoting, ordering, and account management.
Collaborate with internal departments to streamline operations and maximize customer satisfaction.
Behaviors and Competencies
Business Development: Can lead strategic business development initiatives, inspire others to identify and seize business opportunities, and foster a culture of continuous business growth and improvement.
Strategic Thinking: Can analyze complex situations, drive organizational transformation, and adapt strategies to changing market conditions.
Leadership: Can lead strategic team initiatives, inspire others to take leadership roles, and foster a culture of shared responsibility and continuous improvement.
Communication: Can lead and model exceptional communication at all levels of the organization, develop and implement communication strategies, and coach others to improve their communication skills.
Customer-Centric Mindset: Can lead strategic initiatives focused on improving the overall customer experience. Inspires and mentors others to adopt a customer-centric approach, fostering a culture of customer focus throughout the organization.
Negotiation: Can lead strategic negotiations, inspire others to develop negotiation skills, and foster a culture of constructive dialogue and compromise.
Results Orientation: Can inspire a culture of results-orientation across the organization, setting high standards and holding everyone accountable for achieving results.
Adaptability: Can drive strategic transformations, inspire others to embrace change, and foster a culture of continuous adaptation.
Collaboration: Can lead complex team projects, inspire others to collaborate effectively, and foster a culture of mutual respect and shared purpose.
Impact and Influence: Can drive organizational change and win the support of key stakeholders through effective influence and persuasion.
Strategic Implementation: Can lead the development and execution of comprehensive strategic plans, inspire and guide teams, and drive organizational change to achieve strategic objectives.
Continuous Improvement: Can lead others in identifying and implementing major improvements and proactively drive continuous improvement across the organization.
Skill Level Requirements
The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Expert
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 - Expert
Familiarity in using Microsoft Dynamics AX for enterprise resource planning, including tasks such as order tracking, inventory management, and financial reporting. - Expert
Other Requirements
Completed Bachelor's Degree in Business or a related field, or relevant work experience required
5+ years of experience in sales management, preferably within the IT or Public Sector environment.
Strong understanding of IT solutions (servers, storage, networking, virtualization, cybersecurity, cloud) and their business impact.
10+ years of experience in Sales or a relevant functional area
Ability to travel to SHI, Partner, and Customer Events
Ability to travel 25%
Ability to travel to customer sites within dedicated territory
The estimated annual pay range for this position is $160,000 - $380,000 which includes a base salary and bonus. 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
SHI International Corp. Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about SHI International Corp. and has not been reviewed or approved by SHI International Corp..
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Healthcare Strength — Feedback suggests the medical, dental, vision, and pharmacy offerings are comprehensive, with multiple plan options, telemedicine access, and solid ancillary coverage.
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Wellbeing & Lifestyle Benefits — Feedback suggests onsite fitness centers, wellness programs that can reduce premiums, and discounts/purchase programs provide meaningful lifestyle support.
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Strong & Reliable Incentives — Feedback suggests commission structures in sales and premium totals in certain technical presales roles create notable upside potential for strong performers.
SHI International Corp. Insights
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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.
