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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 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 SummaryThe Services Sales Executive will lead Drive SHI Google professional services opportunities by educating and enabling stakeholders, identifying, and closing opportunities, and delivering projects that meet defined scope, budget, deliverables, client satisfaction, and business objectives. The Google Services Sales Executive will work throughout the funding and project lifecycle, from presales to final delivery, validating each solution is properly scoped, designed, implemented, and tested to provide an excellent value and experience while providing desired business outcomes.
This position is a Hybrid or remote position with a Home Office setup as determined by SHI management.

Role Description

• Identify, qualify, and close Google Cloud Professional Services for Data, AI opportunities as well as, Chrome, Gemini, Google Security and Workspace opportunities with customers and internal teams to optimize engagement profitability.

• Foster collaboration amongst assigned project team members, otherSHI resources,sellers, and partners

• Proposeservicesolution recommendationsandserve asan escalation point for customer matters

• ProposeSHIservicesolutionsor partnersto deliver the ideal customer businessoutcome

• Maintain astrong understanding ofSHI'sGoogle offeringsto effectively recommend workshopsand collaborate acrossteams, aligning Googlesolutionswith internal Data/AI capabilitiesandsubcontracted cybersecurity and workspaceservices.

• Have a clear understanding ofSHI'spartner network and their capabilities

• Provide excellent value and experience while helping our customersdeploy and manage theirSolution

• Serve asthe key point of contact for each owned opportunity

• Establish a rapport and confidence with internal teams, company'scustomers, and partners

• Foster and maintain overall accountability forsuccessful engagement delivery

• Serve asthe expert in the company'svalue, methodology and processes

• Actively monitor active, prospective, and planned projectsand ensure prioritiesare adjusted, asneeded

• Set clear communicationsto the customer asneeded throughout project lifecycle

• Review key documentation provided by customer, translate technical and businessrequirement and proposesolution tosolve customer challenge

• Provide frequent projectstatusreportsand monthly forecast toSHI Leadership

• Align withSalesto identify, qualify and ensure projectsare relevant, accurately estimated and prioritized during the proposal phase

• Research and expand current opportunitiesand identify new opportunities

• Develop businesswith existing customersand establish new customersthrough targetedsalestechniquessuch ascold calling, customer meetings, partner, and industry networking.

• Collaborate withSalesManagement to identify, create, develop, and manage opportunitiesin thesalespipeline andsalesmanagement platform to achieve quarterly and annualsalestargetsand goals.

• Develop and maintainstrong, long-lastingstrategic and trusted advisor relationshipswith current and new customersand partner contacts.

• Understand customers' businessobjectives, IT priorities, and initiativesacrossvariousstakeholders, including executive management, technology leadership,strategicsourcing, asset management, and line of business.

• Collaborate with pre- and post-salesinternalsupport teamsand excel in a teamselling environment by coordinating resources.

• Stay informed on industry trends, products, market conditions, and competition to enhance market positioning and build market awarenessthrough participation in local/regional industry events, organizations, and affiliations.

• Drive thesalesprocessby coordinating customer reviewsof aging inventory and looking for refresh opportunitiesusing partner programs, promotions, and pricing to maximize margin.

• Coach and train thesalesteam to identify and qualify opportunitiesto achieve partner revenue and GM target attainment.

• Provide monthly reporting, analysisof businessresults, and joint pipeline to businessleaderswithin the territory, ensuring alignment with partnersalesgoalsand executingsalesgrowth plansproactively.

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

• Provensuccessselling or partnering with Google Cloud (GCP), Chrome/Workspace, orotherhyperscalers

• Experience with partner'sGlobal, Enterprise, or CommercialSegment(s), including familiarity with partner'sportals, tools, programs, processes, and distribution transactions. - Intermediate

• Ability to create and manage relationshipswith external partners, executive-levelstakeholders, and within asalesorganization. - Intermediate

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

• Creative andstrategic thinking with excellent decision-makingskills; capable of managing regional businessindependently from Management. - Intermediate

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

• Ability to communicate, present, and influence all levelsof a customer and/or partner organization for building relationshipsand drivingsalesgrowth;skilled in prospecting, negotiating, and closing deals. - Intermediate

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

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

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

Preferred Qualifications/Skills:

• Direct outsidesalesexperience with large enterprise clients- Intermediate

• Previoustraining and/or experience insolutionselling - Intermediate

• Experienceselling and managing complex ITsolutions- Intermediate

• Multiple major technologysalescertifications- Intermediate

• Working knowledge of Programsand technology from industry-leading OEMssuch asGoogle - Intermediate

Other Requirements

• Bachelor'sDegree or equivalent relevant work experience required.

• 3-5 yearsofsuccessful ITsalesexperience, including direct outsidesaleswith large enterprise clients.

• 3-5 yearsof experienceselling enterprisesolutionsand working with partners/the IT Channel

• Minimum 2 yearsof experience insuccessful consultativeselling and account development

• Minimum 50% time outside of an officesetting meeting with existing and potential customersand 10% attending company events

• Travel to customersiteswithin dedicated territory

• Travel toSHI, Partner, and Customer Events

The estimated annual pay range for this position is $160,000 - $250,000 which includes a base, 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