Enterprise Account Executive

Job Summary The 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. The 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 builds market awareness through participation in industry events and maintains a competitive edge by staying informed on industry trends. This position is required to reside in the Indianapolis area to support business needs as determined by SHI management. 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 customers’ 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 a strategic plan for closing deals, identifying high-value opportunities and using 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 in significant situations. Listening: Actively engage in listening by asking clarifying questions and providing feedback that shows a deep understanding of the conversation. Negotiation: Seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution. Organization: Effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods. Presenting: Design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium. Professionalism: Seek out challenges, initiate projects, and contribute to a professional work environment. Prospecting: Develop and implement a strategic prospecting plan, identifying high-value potential customers and using advanced techniques to initiate contact and build relationships. Self-Motivation: Proactively seek out challenges, initiate self-development projects, and contribute to 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 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 The base salary for this position is $100,000. The estimated on-target earnings, or OTE, which includes a base salary and commissions, are $120,000 – $250,000. Compensation is dependent on job-related knowledge, skills, experience, and market location and will vary by 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 #J-18808-Ljbffr