Global Account Executive, System Integrators

Job Summary

The Global Account Executive will drive strategic growth for SHI International by developing and expanding relationships with Indian-based Global System Integrators (GSIs), including TCS, Wipro, and HCL. This role requires a proven ability to build executive-level relationships, influence complex buying decisions, and create joint go-to-market strategies that unlock significant revenue opportunities.

This is a remote position with a home office setup; however, it is required to reside in the United States to support business needs. Up to 50% of travel is required for this position.

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 customer's 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: 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.

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 field 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

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Pay and benefits

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