Services Sales Executive - Expert Support

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 Services Sales Executive will develop and promote sales opportunities for support services within assigned sales segments. This role serves as the primary point of contact and subject matter expert for customers, with a focus on building trust with sales teams, educating them on support offerings, and collaborating with Solution Architects and operational teams to address customer business challenges and pain points.

Role Description

• Build pipeline and advance deals through the sales methodology to closure for all support services opportunities within Commercial and Public Sector sales segments and customer accounts

• Serve as the primary point of contact and subject matter expert for prospective and existing customers, ensuring effective communication and service delivery

• Collaborate with internal sales teams and cross-functional departments to support customer engagements and ensure customer satisfaction

• Create and manage agendas, alignment proposals, statements of work (SOWs), and responses to RFIs, RFPs, and RFQs for services

• Build strong relationships and trust with account teams and remain accountable for the services sales component of the customer relationship

• Educate account teams on available support services through training and enablement sessions

Behaviors and Competencies

• Business Development: Can proactively seek out new markets, initiate strategic partnerships, and contribute to the development of innovative business strategies.

• 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.

• Customer-Centric Mindset: Can proactively engage with customers to understand their needs and expectations. Develops and implements strategies to enhance customer satisfaction and loyalty.

• Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.

• Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.

• Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.

• Analytical Thinking: Can synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably.

• Adaptability: Can proactively adapt to challenging situations, anticipate changes, and make modifications to meet the demands of changing circumstances.

• Resilience: Can proactively anticipate potential obstacles, develop contingency plans, and adapt strategies to overcome them.

Skill Level Requirements

• Ability to create and manage relationships with external partners, executive-level stakeholders, and within a sales organization. - Intermediate

• Proficient in building and executing cross-functional plans to achieve objectives; able to analyze business results to develop action plans. - Intermediate

• Creative and strategic thinking with excellent decision-making skills; capable of managing regional business independently from Management. - Intermediate

• Excellent time management along with planning and organizational skills; self-motivated with the ability to work autonomously. - Intermediate

• Ability to communicate, present, and influence all levels of a customer and/or partner organization for building relationships and driving sales growth; skilled in prospecting, negotiating, and closing deals. - Intermediate

• Ability to effectively position against competition and clearly articulate value. - Intermediate

• Ability to self-study and engage in independent work to increase job-related knowledge and skills; self-motivated with the ability to work with limited direction and oversight. - Intermediate

• Ability to be approachable, maintain composure, and possess a professional attitude. - Intermediate

Other Requirements

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• Bachelor’s degree completed or relevant equivalent work experience required

• 3+ years of experience in Sales, Sales Support, Information Technology, or a related role

• Experience and familiarity with Microsoft technologies, including Microsoft 365 (M365), SharePoint, and Azure Virtual Desktop

• Up to 25% Travel to SHI, Partner and Customer Events

• Demonstrated experience meeting or exceeding sales targets through selling company products, solutions, and services to new clients

• Strong prospecting and strategic account planning skills, with proven solution-selling acumen using methodologies such as MEDDICC, Challenger Sale, Solution/Spin Selling, or similar frameworks

The estimated annual pay range for this position is $140,000 - $160,000 which includes a base salary and bonus. 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