Commercial Account Executive

SHI; Washington (District of Columbia); On-site; USD 80,000 - 140,000; Full time

Job summary

SHI International Corp. in Washington, DC is seeking a Commercial Account Executive to master SHI’s value proposition and exceed revenue goals by developing strategic sales approaches and cultivating relationships with both existing and new customers.

This role involves identifying sales opportunities, collaborating with internal support teams and external partners, and effectively communicating SHI’s portfolio of solutions tailored to customer objectives.

Qualifications

• Candidates must reside in the Washington, DC area and be able to travel within their territory.
• Develop strategic sales plans to exceed revenue and profit goals.
• Build and manage relationships with both existing and new customers.

Responsibilities

• Master SHI’s value proposition to exceed revenue and profit goals.
• Cultivate relationships with existing customers and establish new ones through targeted sales techniques.
• Identify and create opportunities in the sales pipeline to meet targets.
• Collaborate with sales management to manage opportunities and targets.
• Build partnerships with internal support teams and external partners.
• Understand customer objectives and IT priorities to provide tailored solutions.
• Position SHI’s portfolio to win new business.
• Monitor industry competition and defend SHI’s value.
• Foster cross-department collaboration to identify opportunities.
• Increase market awareness through industry events and affiliations.
• Stay current on industry trends and products.

Skills

Business Acumen

Closing Deals

Consultative Sales

Interpersonal Skills

Listening

Negotiation

Organization

Presenting

Professionalism

Prospecting

Self-Motivation

Time Management

Job description

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.

Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.

Job Summary

The Commercial Account Executive is tasked with mastering SHI’s value proposition to exceed revenue and profit goals by developing strategic sales approaches and cultivating relationships with both existing and new customers. This role involves identifying sales opportunities, collaborating with internal support teams and external partners, and effectively communicating SHI’s comprehensive portfolio of solutions tailored to customer objectives. Additionally, the Account Executive is responsible for building market awareness through participation in industry events and maintaining a competitive edge by staying informed on industry trends.

Candidates must reside in the Washington, DC area and be able to travel within their assigned territory for customer and partner engagements.

Role Description

• Master SHI’s value proposition to consistently exceed revenue and profit goals, and develop penetrating sales strategies and pricing proposals.
• Cultivate relationships with existing customers and establish new ones through targeted sales techniques, including cold calling, meetings, and networking.
• Identify and create opportunities in the sales pipeline to achieve sales targets, develop business with existing customers, and establish new customers using targeted sales techniques.
• Collaborate with sales management to identify and manage sales opportunities, aiming to meet or exceed quarterly and annual targets.
• Build proactive partnerships with internal SHI support teams and external industry partners to drive business and maintain joint selling initiatives.
• Understand customer’s business objectives, IT priorities, and initiatives to provide tailored solutions.
• Position and effectively communicate SHI’s portfolio of products, solutions, services, and capabilities to customers and partners.
• Be aware of SHI’s industry competition and how to properly showcase our offerings and defend SHI’s value to win new business.
• Foster successful cross-department relationships and engage with extended SHI support teams for identifying new business opportunities and leveraging support resources.
• Build market awareness of SHI through participation in local/regional industry events, organizations, and affiliations.
• Continuously educate oneself to remain current on industry trends, products, and market conditions.

Behaviors and Competencies

• Business Acumen: Can evaluate market trends and competitive landscape to identify opportunities and risks.
• 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.
• Interpersonal Skills: Can communicate effectively, build relationships, resolve conflicts, and influence others in significant situations.
• Listening: Can actively engage in listening by asking clarifying questions and providing feedback that shows a deep understanding of the conversation.
• Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
• Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.
• Presenting: Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.
• Professionalism: Can proactively seek out challenges, initiate projects, and contribute to a professional work environment.
• Prospecting: Can develop and implement a strategic prospecting plan, identifying high-value potential customers and using advanced techniques to initiate contact and build relationships.
• Self-Motivation: Can proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas.
• Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines.

Skill Level Requirements

Ability to excel in a team selling environment - Intermediate

Ability to continually meet or exceed sales targets