Strategic Account Executive

SHI International; Cleveland (OH); Remote; USD 120,000 - 250,000; Full time

Job summary

An established industry player seeks a strategic Account Executive to drive revenue growth in technology solutions. This remote role requires a self-motivated professional with a proven track record in field-based sales to build strong customer relationships and develop innovative solutions. You will engage with clients, manage sales pipelines, and collaborate with internal teams to deliver exceptional value. Join a dynamic team committed to professional growth and a diverse workplace, where your contributions will significantly impact business outcomes and customer success.

Benefits

Health benefits

Wellness programs

Financial benefits

Professional growth opportunities

Diversity commitment

Qualifications

• 10+ years of field-based technology sales experience.
• Experience in managing sales pipelines and new business development.
• Ability to attain and exceed sales quotas.

Responsibilities

• Leverage existing relationships with customers to drive new business.
• Build partnerships with Solution Architects and sales teams.
• Develop sales strategies and pricing proposals for effective rollouts.

Skills

Effective written and verbal communication skills

Excellent presentation skills

Self-motivated

Strong consultative sales skills

Prospecting and negotiation

Understanding of multi-vendor solutions

Hunting new business

Education

Bachelor's Degree

Job description

Job Summary

SHI Field-based Strategic Account Executives are experienced business development professionals who focus on driving revenue and margin growth for our mid-market and large Enterprise accounts. Account Executives partner with Inside Sales support resources, Field-based Solution Architects and Field-based Software Licensing Sales Executives to develop deep, value add technology solutions for their customers. Strategic Account Executives possess a proven track record of selling technology solutions (storage, servers, networking, software, end user compute solutions, and services) to assigned customers and markets, our Account Executives are trusted partners who manage deep account relationships, develop strategic sales plans, and thrive on driving results.

This position is a remote position with a home office set up, however required to reside in dedicated territory in the state of Ohio to support business needs.

This is an outside sales position. As such, the Account Executive is expected to spend 50 percent or more of the time outside of an office interfacing and building relationships with existing and potential SHI customers, identifying new opportunities, networking, and following up on potential leads. The Account Executive must be self-motivated and comfortable working with limited direction and oversight.

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 $14 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 6,000 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.

Responsibilities

Include but not limited to:

• Leverage existing relationships with assigned customers and markets.
• Drive new business to meet individual objectives at assigned Mid-Market and/or Large Enterprise accounts.
• Master SHI value proposition to differentiate SHI solutions and consistently exceed revenue and profit goals.
• Build proactive, solid selling partnerships with SHI Solution Architects and Software Licensing sales teams to drive solutions and software business in territory.
• Manage account relationships through senior level engagements. Develop penetrating sales strategies and pricing proposals; communicate and understand total cost of ownership, industry trends, and critical success factors to ensure effective customer rollouts.
• Maintain strong relationships and joint selling initiatives with industry partners.
• Engage with extended SHI support teams in identifying new business opportunities, presenting IT lifecycle transition plans, and leveraging services support resources for turnkey solutions.
• Foster successful cross-department relationships to provide exceptional value to SHI customers and their business outcomes.

Qualifications

• Bachelor's Degree or equivalent work experience required
• Minimum of 10+ years of direct, field-based technology sales experience; VAR/IT solutions provider, and OEM experience preferred.
• Experience Identifying, Creating, Developing and Managing Opportunities in a Sales Pipeline with a documented history of New Business Development
• Experience selling within the direct territory with influential customer and partner relationships
• Experience successfully attaining/exceeding assigned sales quotas.

Required Skills

• Effective written and verbal communication skills
• Excellent presentation skills
• Self-motivated with ability to work with limited direction and oversight
• Strong consultative sales skills
• Ability to prospect, negotiate, and close deals
• Solid understanding of technologies and partners that drive SHI multi-vendor solutions portfolio.
• Proven track record of hunting new business and marketing technical services.
• Influential customer and partner relationships within in territory.
• History of attaining/exceeding assigned sales quotas.
• Ability to demonstrate clear understanding of direct customer sales engagement process from prospecting to close.

Certifications Required

• Currently hold or have the ability to pass assigned OEM sales and or technical certifications within first 90 days of employment.

Unique Requirements

• Position requires minimum 50% time outside of an office setting meeting with existing and potential customersthroughout their assigned geography. Overnight travel may be required.
• Position requires travel to company events and meetings
• Ability to travel within assigned territory as needed.

Additional Information

• 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 may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
• Equal Employment Opportunity – M/F/Disability/Protected Veteran Status