Strategic Account Executive - Amazon Job at SHI International Corp. in Tucson

Overview

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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 a $15 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. The heart of SHI is our employees – all 6,000 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 Strategic Account Executive - Amazon 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. This role involves identifying sales opportunities, collaborating with internal support teams and external partners, and effectively communicating SHI's portfolio of solutions tailored to customer objectives. Additionally, the Account Executive is responsible for building market awareness through industry events and staying informed on industry trends. This is a remote field-based position with a home office setup and regular travel to customer sites across a dedicated territory (Austin, TX; Seattle, WA; or Nashville, TN).

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 targets, develop business with existing customers, and establish new customers using targeted sales techniques.
• Collaborate with sales management to identify and manage sales opportunities 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 business objectives, IT priorities, and initiatives to provide tailored solutions.
• Position and communicate SHI’s portfolio of products, solutions, services, and capabilities to customers and partners.
• Be aware of SHI’s industry competition and how to showcase offerings to win new business.
• Foster cross-department relationships and engage with extended SHI support teams for identifying new opportunities.
• Build market awareness of SHI through participation in local/regional industry events 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 using advanced negotiation techniques.
• Consultative Sales: Proactively seek out potential customers and contribute ideas to improve the sales process.
• Interpersonal Skills: Communicate effectively, build relationships, and influence others.
• Listening: Actively engage in listening with clarifying questions and useful feedback.
• Negotiation: Proactively seek out negotiation opportunities and resolve conflicts.
• Organization: Coordinate multiple projects with effective task delegation and tools.
• Presenting: Design and deliver engaging presentations tailored to audience and context.
• Professionalism: Proactively seek challenges and contribute to a professional environment.
• Prospecting: Develop strategic prospecting plans and build relationships with high-value potential customers.
• Self-Motivation: Initiate self-development and contribute innovative ideas.
• Time Management: Manage time effectively to balance 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 5+ years of direct, field-based technology sales experience; VAR/IT solutions provider, and OEM experience preferred
• Minimum 50% of time outside of an office setting meeting with existing and potential customers
• Travel to customer sites within the dedicated territory
• Travel to SHI, Partner, and Customer events
• Ability to obtain required sales/technical certifications within first 90 days of employment

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status

Employment Details

• Seniority level: Mid-Senior level
• Employment type: Full-time
• Job function: Sales and Business Development
• Industries: IT Services and IT Consulting

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