Commercial Account Executive - Bay Area

SHI International Corp.; California (MO); On-site; USD 120,000 - 250,000; Full time

Benefits offered by this job

Medical benefits

Vision benefits

Dental benefits

401(k)

Flexible spending accounts

Job summary

SHI International Corp. based in California is seeking a Commercial Account Executive to exceed revenue and profit goals through strategic sales approaches. The candidate will engage with clients in the San Francisco and San Jose areas, developing relations and identifying business opportunities.

This role requires a completed Bachelor’s Degree and 3-5 years of successful sales experience. Compensation includes a base salary between $120,000 - $250,000, along with comprehensive benefits.

Qualifications

• Minimum 3-5 years of successful sales experience required.
• Ability to travel to customer sites within dedicated territory.
• Ability to obtain required sales and technical certifications.

Responsibilities

• Develop sales strategies and pricing proposals.
• Cultivate relationships with existing and new customers.
• Identify and create opportunities in the sales pipeline.

Skills

Client relationship building

Sales target achievement

Negotiation

Time Management

Interpersonal Skills

Education

Completed Bachelor’s Degree

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:

• 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 give 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 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 San Francisco, CA, or San Jose, CA region 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: Evaluate market trends and competitive landscape to identify opportunities and risks.
• Closing Deals: Develop and implement strategic plans for closing deals, identify high‑value opportunities, and use advanced negotiation techniques to secure successful outcomes.
• Consultative Sales: Proactively seek out potential customers, initiate sales conversations, and contribute innovative ideas to improve the sales process.
• Interpersonal Skills: Communicate effectively, build relationships, resolve conflicts, and influence others.
• Listening: Actively engage by asking clarifying questions and providing feedback that shows deep understanding.
• Negotiation: Seek opportunities, initiate discussions, and contribute to conflict resolution.
• Organization: Coordinate multiple projects, delegate tasks appropriately, and employ advanced organizational tools and methods.
• Presenting: Design and deliver engaging presentations, adapting content and style to suit the audience, context, and medium.
• Professionalism: Initiate challenges and projects, contributing to a professional work environment.
• Prospecting: Develop and implement strategic prospecting plans, identify high‑value potential customers, and use advanced techniques to initiate contact and build relationships.
• Self‑Motivation: Seek challenges, initiate self‑development projects, and contribute personal or professional innovative ideas.
• Time Management: 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

• Completed Bachelor’s Degree
• 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 the first 90 days of employment

The estimated annual pay range for this position is $120,000 - $250,000, which includes a base salary and commission. Benefits may include, but are not limited to, medical, vision, dental, 401(k), and flexible spending accounts.

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