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.
In addition to standard Account Executive responsibilities, this position carries strategic business development objectives—specifically, expanding SHI’s partnerships with major Global System Integrators (GSIs). This includes developing joint go‑to‑market strategies, influencing complex buying cycles, and building deep, multi‑level relationships to unlock new revenue opportunities.
This is a remote position with a home‑office setup and requires residence within the United States. Up to 50% travel is required.
Role Description
Strategic Account Development
Identify, develop, and expand strategic partnerships with leading Global System Integrators (GSIs) to support SHI’s long‑term growth initiatives.
Build and execute account plans aligned with SHI’s global strategy and GSI objectives.
Influence customer and partner decision‑making through executive‑level relationship development and strategic engagement.
Sales Execution & Opportunity Management
Master SHI’s value proposition to consistently exceed revenue and profit goals.
Identify and build high‑impact opportunities within the pipeline through proactive outreach, meetings, and industry networking.
Collaborate with sales management to track, prioritize, and execute on opportunities to achieve quarterly and annual revenue targets.
Maintain awareness of competitive offerings and position SHI’s strengths effectively.
Relationship Building
Cultivate strong relationships with existing customers while driving new customer acquisition.
Engage senior stakeholders across GSI and customer organizations, including executive leadership, technology teams, and sourcing functions.
Collaborate closely with SHI Account Executives, Technical Strategists, Partner Alliances, and OEM partners to deliver integrated solutions.
Solution Positioning
Communicate and position SHI’s full portfolio of IT infrastructure, cloud, cybersecurity, and professional services.
Understand customer business priorities, IT strategy, and requirements to recommend tailored solutions that align to organizational goals.
Cross‑Functional Collaboration
Partner with internal SHI support teams, marketing, and alliances to develop and execute joint initiatives.
Influence internal stakeholders to prioritize opportunities related to strategic GSI engagements.
Market Presence & Continuous Learning
Build market and brand awareness through participation in industry events, associations, and customer engagements.
Stay current on industry trends, technologies, 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
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The estimated annual pay range for this position is $120,000 - $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
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