Services Sales Executive - Microsoft

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. 

Role Description

• Identify opportunities with customers and internal teams to optimize engagement profitability.

• Foster collaboration amongst assigned project team members.

• Propose service solution recommendations and serve as an escalation point for customer matters.

• Provide excellent value and experience while helping our customers deploy and manage their Solution.

• Serve as the key point of contact for each owned opportunity.

• Establish a rapport and confidence with internal teams, company’s customers and partners. 

• Coordinate and lead weekly status meetings with each assigned client.

• Foster and maintain overall accountability for successful engagement delivery.

• Serve as the expert in the company’s value, methodology and processes.

• Actively monitor active, prospective and planned projects and ensure priorities are adjusted, as needed.

• Set clear communications to the customer as needed throughout project lifecycle.

• Review key documentation provided by customer, translate technical and business requirement and propose solution to solve customer challenge.

• Provide frequent project status reports and monthly forecast to SHI Leadership.

• Align with Sales to identify, qualify and ensure projects are relevant, accurately estimated and prioritized during the proposal phase.

• Research and expand current opportunities and identify new opportunities.

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

• Experience with partner’s Global, Enterprise, or Commercial Segment(s), including familiarity with partner's portals, tools, programs, processes, and distribution transactions. - Intermediate

• 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

• Preferred Qualifications/Skills:

  • Direct outside sales experience with large enterprise clients - Intermediate

  • Previous training and/or experience in solution selling - Intermediate

  • Experience selling and managing complex IT solutions - Intermediate

  • Multiple major technology sales certifications - Intermediate

  • Working knowledge of Programs and technology from industry-leading OEMs such as Microsoft, Dell/VMware, HP, Cisco, Apple, AWS, Lenovo - Intermediate

  • Working knowledge of emerging technologies such as Cloud, Security, IoT, and Digital Workplace - Intermediate

Other Requirements

• Bachelor’s Degree or equivalent relevant work experience required.

• Minimum 5+ years’ experience in successful consultative selling and account development of commercial accounts with a services focus.

• Previous experience in Consulting and/or Services Sales team is required.

• Minimum 50% time outside of an office setting meeting with existing and potential customers and 10% attending company events

• Travel to customer sites within dedicated territory

• Travel to SHI, Partner, and Customer Events

The estimated annual pay range for this position is $75,000 - $250,000 which includes a base salary and commissions. 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