Remote Canada Enterprise Account Executive

SHI International Corp.; California; Remote; USD 190,798 - 240,264; Full time

Job summary

SHI International Corp. is seeking a Canada Enterprise Account Executive – Toronto to drive revenue by delivering SHI’s portfolio of IT solutions to existing and new customers across Canada.

This remote role may report to the SHI Canada office and requires building strategic relationships and identifying opportunities. You will collaborate with internal teams and partners, attend industry events, and stay current on technology trends to tailor proposals and close deals.

Qualifications

• Bachelor's degree or relevant work experience required.
• 3–5 years of successful sales experience.
• 50%+ time outside of office meeting clients.
• Willingness to travel to customer sites and events.
• Proficiency in handling enterprise accounts and new business development.

Responsibilities

• Master SHI’s value proposition and drive revenue/profit.
• Develop penetrating sales strategies and pricing proposals.
• Cultivate relationships with existing customers and new ones.
• Identify opportunities in the sales pipeline to meet targets.
• Collaborate with internal teams and partners to close deals.

Skills

Strategic sales

Relationship building

Negotiation

Prospecting

Account management

Consultative selling

Education

Bachelor's Degree

Tools

CRM software

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.
  
  

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.
  
  

Job Summary

The Canada Enterprise 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.

This is a remote position but may be required to report to the SHI Canada office location as determined by SHI management.

L’Enterprise Account Executive – Québec est responsable de maîtriser la proposition de valeur de SHI afin de dépasser les objectifs de revenus et de profits, en développant des approches stratégiques de vente et en cultivant des relations avec les clients existants et nouveaux. Ce rôle implique d’identifier des opportunités de vente, de collaborer avec les équipes de support internes et les partenaires externes, et de bien communiquer le portfolio complet de solutions SHI adaptées aux objectifs des clients. L’Account Executive doit également accroître la notoriété de SHI sur le marché par sa participation à des événements de l’industrie et maintenir un avantage concurrentiel en restant informé des tendances du secteur.

Il s’agit d’un poste en télétravail, mais la personne pourrait devoir se présenter au bureau de SHI Canada, selon la décision de la direction de SHI.

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

• Completed Bachelor’s Degree or relevant work experience 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
  
  

Description Du Poste

• Maîtriser la proposition de valeur de SHI afin de dépasser constamment les objectifs de revenus et de profits, et développer des stratégies de vente percutantes ainsi que des propositions de prix.
• Développer des relations avec les clients existants et en établir de nouvelles grâce à des techniques de vente ciblées, incluant le cold call, les rencontres et le réseautage.
• Identifier et créer des opportunités dans le pipeline de vente pour atteindre les cibles, développer les affaires avec les clients actuels et en acquérir de nouveaux via des techniques de vente ciblées.
• Collaborer avec le sales management pour identifier et gérer les opportunités de vente dans le but d’atteindre ou dépasser les objectifs trimestriels et annuels.
• Établir des partenariats proactifs avec les équipes de support internes SHI et les partenaires externes de l’industrie pour générer des affaires et maintenir les initiatives de vente conjointes.
• Comprendre les objectifs d’affaires, les priorités TI et les initiatives des clients pour proposer des solutions sur mesure.
• Positionner et communiquer efficacement le portfolio de produits, solutions, services et capacités de SHI auprès des clients et partenaires.
• Connaître la compétition dans l’industrie et savoir mettre en valeur nos offres pour défendre la valeur SHI et remporter de nouveaux contrats.
• Favoriser de bonnes relations inter-départementales et collaborer avec les équipes de support SHI pour identifier de nouvelles opportunités d’affaires et utiliser les ressources de support.
• Accroître la notoriété de SHI sur le marché par la participation à des événements, organisations et associations locales/régionales dans l’industrie.
• Se tenir continuellement à jour sur les tendances de l’industrie, les produits et les conditions du marché.
  
  

Compétences et comportements clés

• Sens des affaires (évaluation des tendances et du marché concurrentiel)
• Capacité à conclure des ventes et à négocier efficacement
• Approche consultative en vente
• Excellentes habiletés interpersonnelles et de communication
• Écoute active et compréhension approfondie des besoins clients
• Organisation et gestion simultanée de multiples priorités
• Compétences en présentation adaptées à différents publics
• Professionnalisme et esprit d’initiative
• Compétences en prospection stratégique
• Autonomie et motivation personnelle
• Gestion efficace du temps et respect des échéanciers
  
  

Exigences de compétences

• Capacité à exceller dans un environnement de vente en équipe – Intermédiaire
• Capacité à atteindre ou dépasser continuellement les objectifs de vente – Intermédiaire
• Expertise dans le développement de relations clients et le développement de nouveaux marchés – Intermédiaire
• Maîtrise de la gestion de comptes – Intermédiaire
• Maîtrise de la gestion de projets – Intermédiaire
• Bonne compréhension des opérations d’affaires et de la stratégie – Intermédiaire
  
  

Autres exigences

• Diplôme universitaire (baccalauréat) complété ou expérience de travail équivalente
• Minimum de 3 à 5 ans d’expérience réussie en ventes
• Disponibilité à passer au moins 50 % du temps à l’extérieur du bureau pour rencontrer des clients actuels et potentiels
• Déplacements requis sur les sites clients au sein du territoire assigné
• Participation à des événements SHI, partenaires et clients
• La rémunération annuelle estimée pour ce poste est d’environ 270 000 $ à 340 000 $ CAD, incluant salaire de base et commissions
• La rémunération varie selon les connaissances, compétences, l’expérience et le marché
• Les avantages peuvent inclure, sans s’y limiter, l’assurance médicale, l’assurance vision, l’assurance dentaire.
  
  

Certification

• Détenir ou avoir la capacité d’obtenir les certifications de vente et/ou techniques requises dans les 90 premiers jours d’emploi
  
  

The estimated annual pay range for this position is $270 000 CAD - $340 000 CAD which includes a base salary. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual.

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