Commercial Account Executive - Phoenix

SHI International Corp; Arizona; Hybrid; USD 120,000 - 250,000; Full time

Benefits offered by this job

Medical, Vision, Dental

401K

Flexible Spending

Travel opportunities

Job summary

SHI International Corp. in Phoenix, AZ is seeking a Commercial Field Account Executive to translate SHI’s value proposition into strategic sales plans, cultivate relationships with existing and new customers, and drive revenue and profit.

You will prospect, meet with clients, coordinate with internal teams, and participate in industry events to build market awareness while staying informed on trends. This role requires a bachelor’s degree, 3–5 years of sales experience, and travel.

Qualifications

• Bachelor's Degree required.
• 3-5 years of successful sales experience.
• Willingness to travel 50%+ of time to meet customers.
• Ability to develop strategic sales plans and pricing proposals.

Responsibilities

• Master SHI’s value proposition to exceed revenue and profit goals.
• Develop penetrating sales strategies and pricing proposals.
• Cultivate relationships with existing customers and establish new ones.
• Collaborate with management to identify and manage sales opportunities.
• Build proactive partnerships with internal SHI teams and external partners.

Skills

Business Acumen

Closing Deals

Consultative Sales

Interpersonal Skills

Prospecting

Time Management

Education

Bachelor's Degree

Job description

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 Commercial Field 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 or be relocating to the Phoenix, AZ 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 – Intermediate
• Expertise in client relationship building and new business development – Intermediate
• Proficiency in account management – Intermediate
• Proficiency in project management – Intermediate
• Understanding of business operations and strategy – Intermediate
• Other Requirements

Other Requirements

• Completed Bachelor’s Degree 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
• Currently hold or have the ability to obtain required sales and/or technical certifications within first 90 days of employment

#LI-AR115

The estimated annual pay range for this position is $120,000 - $250,000 which includes a base salary and commission. 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

• Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
• 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.

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status