Develops new and existing customer relationships, drives sales pipeline and revenue growth, creates pricing proposals, and closes IT solutions deals. The role requires consultative selling, prospecting, negotiation, account management, collaboration with internal teams and partners, customer presentations, competitive awareness, and participation in industry events. Travel to customer sites and events is required, with at least 50% of time spent outside the office.
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.
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.
- 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
- Currently hold or have the ability to obtain required sales and/or technical certifications within first 90 days of employment
The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual.
SHI UK is an equal opportunity employer and does not discriminate on the basis of race, religion, gender, sexual orientation, national origin, age, disability, or any other legally protected status. We encourage applications from all qualified candidates and we are dedicated to providing a fair and accessible recruitment process.
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Equal Employment Opportunity – M/F/Disability/Protected Veteran Status
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