The Enterprise Account Executive 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 comprehensive portfolio of solutions tailored to customer objectives. Additionally, the Account Executive is responsible for building market awareness through participation in industry events and maintaining a competitive edge by staying informed on industry trends. This position is required to reside in the New York City area to support business needs as determined by SHI management.
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 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.
Read LessThe Enterprise Account Executive 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 comprehensive portfolio of solutions tailored to customer objectives. Additionally, the Account Executive is responsible for building market awareness through participation in industry events and maintaining a competitive edge by staying informed on industry trends. This candidate must live in a 50 miles radius of Houston, TX.
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 - IntermediateAbility to continually meet or exceed sales targets - IntermediateExpertise in client relationship building and new business development - IntermediateProficiency in account management - IntermediateProficiency in project management - IntermediateUnderstanding of business operations and strategy - IntermediateOther Requirements
Completed Bachelor's Degree or relevant work experience requiredMinimum 3-5 years of successful sales experienceMinimum 50% time outside of an office setting meeting with existing and potential customersTravel to customer sites within dedicated territoryTravel to SHI, Partner, and Customer EventsCurrently hold or have the ability to obtain required sales and/or technical certifications within first 90 days of employmentThe 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
Read LessThe Enterprise Account Executive 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 comprehensive portfolio of solutions tailored to customer objectives. Additionally, the Account Executive is responsible for building market awareness through participation in industry events and maintaining a competitive edge by staying informed on industry trends. This position is required to reside in Houston, TX area to support business needs as determined by SHI management.
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 - IntermediateAbility to continually meet or exceed sales targets - IntermediateExpertise in client relationship building and new business development - IntermediateProficiency in account management - IntermediateProficiency in project management - IntermediateUnderstanding of business operations and strategy - IntermediateOther Requirements
Completed Bachelor's Degree or relevant work experience requiredMinimum 3-5 years of successful sales experienceMinimum 50% time outside of an office setting meeting with existing and potential customersTravel to customer sites within dedicated territoryTravel to SHI, Partner, and Customer EventsCurrently hold or have the ability to obtain required sales and/or technical certifications within first 90 days of employmentThe 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
Read LessSince 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 Enterprise Account Executive 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 comprehensive portfolio of solutions tailored to customer objectives. Additionally, the Account Executive is responsible for building market awareness through participation in industry events and maintaining a competitive edge by staying informed on industry trends. This position is required to reside in the Detroit, MI area to support business needs as determined by SHI management.
Role DescriptionMaster 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 CompetenciesBusiness 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 RequirementsAbility 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 RequirementsCompleted 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 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.
Read LessAbout 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 Inside Account Executive is responsible for conducting cold calls and prospecting to identify potential customers while nurturing existing relationships within assigned business accounts. This role involves assisting customers with IT solutions, managing the sales cycle from quoting to order placement, and collaborating with SHI internal resources to address inquiries and offer solutions. The Inside Account Executive must demonstrate strong communication, problem-solving, and customer service skills to achieve sales targets and ensure a superior customer experience.
Role DescriptionConduct cold calling and prospecting to identify potential customers. Establish and nurture relationships via email and phone within assigned books of business. Assist customers in selecting, deploying, and managing various aspects of their IT environment. Address client concerns and make recommendations to help them achieve their objectives. Quote and place orders based on customer requests. Grow existing active buying accounts by managing projects through the entire sales cycle. Meet or exceed monthly and quarterly production quotas. Proactively schedule and facilitate customer meetings with SHI internal resources. Acquire and manage the IT needs of medium to large businesses, ensuring a best-in-class customer experience. Collaborate and co-sell with SHI internal resources to resolve customer inquiries and offer solutions to IT challenges.
Behaviors and CompetenciesCollaboration: Can demonstrate a willingness to contribute to team tasks and responsibilities when assigned. Communication: Can communicate simple ideas and information clearly. Consultative Sales: Can demonstrate a willingness to understand customer needs and provide appropriate solutions when guided. Customer Service: Can provide responsive and courteous assistance to customers. Flexibility: Can adjust to changes in tasks and responsibilities when required. Listening: Can demonstrate attentive listening in conversations, understanding the information as it is directly presented. Organization: Can maintain a clean and organized workspace and follow simple organizational systems when assigned. Problem-Solving: Can demonstrate a willingness to address and resolve problems when they arise. Prospecting: Can demonstrate an understanding of the basic principles of prospecting and can identify potential leads when provided with a list or database. Self-Motivation: Can demonstrate a willingness to take on tasks and responsibilities independently when assigned. Time Management: Can understand the importance of time management and strives to prioritize tasks to meet deadlines. Willingness to Learn: Can demonstrate interest in learning new things and seeks opportunities for personal and professional development.
Skill Level RequirementsAbility to cold call and create new business opportunities - Basic Ability to grow existing customer relationships - Basic Ability to learn new concepts and processes quickly - Basic Proficiency in customer outreach and delivering tailored customer service solutions - Basic Proficiency in Microsoft Office Tools - Basic Proficiency in project management - Basic
Other RequirementsMinimum Bachelor's Degree or equivalent work experience Minimum 1 year of sales experience in a similar role 10% of in-market travel as needed The estimated annual pay range for this position is $60,000 - $200,000 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.
Read Less**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 Summary**
The Presales Solutions Engineer - Data Protection will be a customer-facing cloud security expert.?They will take a consultative approach to security projects and have a holistic understanding of how?security?technology enables business.??The Solutions Engineer will also develop and deliver new security services offerings to address customer requests/opportunities. This remote position may be required to report to the office in Austin, Texas, as required for business needs and as determined by SHI management.
**Role Description**
+ Collaboration?withmultiple layers of contacts withinclient organizations, including but not limited to CIO, CSO, CISO, SecurityEngineers,and procurement?to strengthen our overall customer relationship and better understand the goals andobjectivesthey are trying to achieve.
+ Understand the company's services offerings in all solution practice areas?by attending company training and expanding knowledge through self-study.
+ Educate sales teams on cybersecuritysolution selling and key technologies through 1x1, team, and company training.
+ Staying current onnew technology, trends, and market behavior by studying market trends and the industry landscape
+ Engaging in self-study and independent work in lab facilities to increase job-related knowledge and skills
+ Developing collateral toassistwith cybersecurity sales engagements
+ Developing use cases in theSHI lab to support sales engagements
**Behaviors and Competencies**
+ Presenting: Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.
+ Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
+ Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
+ Detail-Oriented: Can manage complex tasks or projects, identifying errors or inconsistencies, and ensuring all details are addressed, necessary corrections are made, and quality is maintained.
+ Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.
+ Follow-Up: Can proactively identify tasks that require follow-up, initiate necessary actions, and contribute to efficient workflow management.
+ Problem-Solving: Can proactively identify potential problems, initiate preventive measures, and propose and contribute to innovative solutions.
+ Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
+ Documentation: Can develop comprehensive documentation standards, implement best practices, and ensure documentation supports operational efficiency.
+ Results Orientation: Can set challenging goals for their team and lead them to achieve these goals, demonstrating a consistent track record of results.
**Skill Level Requirements**
+ Experience and understanding of security frameworks such as NIST, HITRUST, CIS,Etc. - Intermediate
+ Strong technicalidentity governanceandsecurityknowledge,includingbut not limited toDLP, CASB, SWG, DSPM, USB control, file encryption,and ransomware recovery solutions. - Intermediate
+ Ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process - Intermediate
+ Expertise in mainstream?technologies to include: Proofpoint, Mimecast, Abnormal,Rubrik, Varonis,Sentra, Cohesity,etc.
**Other Requirements**
+ Completed Bachelor's Degree or relevant work experience required
+ 5+yearsexperiencein a technical cybersecurity role
+ 3+years experiencein Security Pre-Sales Consulting
+ Advanced certification in one or more of the following mainstream technologies preferred: CISSP, Relevant GIAC Cert, SSCP, CISM, CCSP, CEH, CPT, CWSP, CCNP Security, CCIE Security or Relevant Professional certifications in Cyber Security OEMs
+ Travel to client locationsrequiredup to 20%, for customer meetings, internal meetings or engagements, travel to customer or partner sites, conferences, and SHI offices.
+ Extended hours arerequiredto complete some special projects
The estimated annual pay range for this position is $120,000 - $230,000 which includes a base salary 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
Read Less**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 Summary**
The Presales Solutions Engineer - Data Protection will be a customer-facing cloud security expert.?They will take a consultative approach to security projects and have a holistic understanding of how?security?technology enables business.??The Solutions Engineer will also develop and deliver new security services offerings to address customer requests/opportunities. This remote position may be required to report to the office in Austin, Texas, as required for business needs and as determined by SHI management.
**Role Description**
+ Collaboration ?with multiple layers of contacts within client organizations, including but not limited to CIO, CSO, CISO, Security Engineers, and procurement?to strengthen our overall customer relationship and better understand the goals and objectives they are trying to achieve.
+ Understand the company's services offerings in all solution practice areas?by attending company training and expanding knowledge through self-study.
+ Educate sales teams on cybersecurity solution selling and key technologies through 1x1, team, and company training.
+ Staying current on new technology, trends, and market behavior by studying market trends and the industry landscape
+ Engaging in self-study and independent work in lab facilities to increase job-related knowledge and skills
+ Developing collateral to assist with cybersecurity sales engagements
+ Developing use cases in the SHI lab to support sales engagements
**Behaviors and Competencies**
+ Presenting: Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.
+ Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
+ Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
+ Detail-Oriented: Can manage complex tasks or projects, identifying errors or inconsistencies, and ensuring all details are addressed, necessary corrections are made, and quality is maintained.
+ Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.
+ Follow-Up: Can proactively identify tasks that require follow-up, initiate necessary actions, and contribute to efficient workflow management.
+ Problem-Solving: Can proactively identify potential problems, initiate preventive measures, and propose and contribute to innovative solutions.
+ Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
+ Documentation: Can develop comprehensive documentation standards, implement best practices, and ensure documentation supports operational efficiency.
+ Results Orientation: Can set challenging goals for their team and lead them to achieve these goals, demonstrating a consistent track record of results.
**Skill Level Requirements**
+ Experience and understanding of security frameworks such as NIST, HITRUST, CIS, Etc. - Intermediate
+ Strong technical identity governance and security knowledge, including but not limited to DLP, CASB, SWG, DSPM, USB control, file encryption, and ransomware recovery solutions. - Intermediate
+ Ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process - Intermediate
+ Expertise in mainstream?technologies to include: Proofpoint, Mimecast, Abnormal, Rubrik, Varonis, Sentra, Cohesity, etc.
**Other Requirements**
+ Completed Bachelor's Degree or relevant work experience required
+ 5+ years experience in a technical cybersecurity role
+ 3+ years experience in Security Pre-Sales Consulting
+ Advanced certification in one or more of the following mainstream technologies preferred: CISSP, Relevant GIAC Cert, SSCP, CISM, CCSP, CEH, CPT, CWSP, CCNP Security, CCIE Security or Relevant Professional certifications in Cyber Security OEMs
+ Travel to client locations required up to 20%, for customer meetings, internal meetings or engagements, travel to customer or partner sites, conferences, and SHI offices.
+ Extended hours are required to complete some special projects
The estimated annual pay range for this position is $120,000 - $230,000 which includes a base salary 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
Read Less**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 Summary**
The PubSec Account Executive 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 comprehensive portfolio of solutions tailored to customer objectives. Additionally, the Account Executive is responsible for building market awareness through participation in industry events and maintaining a competitive edge by staying informed on industry trends.
**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 base salary for this position is $50,000. The estimated on-target earnings, or OTE, which includes a base salary and commissions, are $125,000 - $250,000. 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
Read Less**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 Summary**
The ASG Presales Solutions Engineer? - SecOps/SIEM collaborates with account teams to assess customer cybersecurity needs. will be a customer-facing cloud security expert.?They will take a consultative approach to security projects and have a holistic understanding of how?security?technology enables business.??The Solutions Engineer will also develop and deliver new security services offerings to address customer requests/opportunities.
This is a remote position that may be required to reside in the Central or Northeast region of the US as required for business needs and as determined by SHI management.??
+ Collaborate with account teams to evaluate and understand customers' cybersecurity technologies and needs.
+ Collaboration ?with multiple layers of contacts within client organizations, including but not limited to CIO, CSO, CISO, Security Engineers, and procurement?to strengthen our overall customer relationship and better understand the goals and objectives they are trying to achieve.
+ Understand the company's services offerings in all solution practice areas?by attending company training and expanding knowledge through self-study.
+ Educate sales teams on cybersecurity solution selling and key technologies through 1x1, team, and company training.
+ Staying current on new technology, trends, and market behavior by studying market trends and the industry landscape
+ Engaging in self-study and independent work in lab facilities to increase job-related knowledge and skills
+ Developing collateral to assist with cybersecurity sales engagements
+ Developing use cases in the SHI lab to support sales engagements
**Behaviors and Competencies**
+ Presenting: Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.
+ Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
+ Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
+ Detail-Oriented: Can manage complex tasks or projects, identifying errors or inconsistencies, and ensuring all details are addressed, necessary corrections are made, and quality is maintained.
+ Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.
+ Follow-Up: Can proactively identify tasks that require follow-up, initiate necessary actions, and contribute to efficient workflow management.
+ Problem-Solving: Can proactively identify potential problems, initiate preventive measures, and propose and contribute to innovative solutions.
+ Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
+ Documentation: Can develop comprehensive documentation standards, implement best practices, and ensure documentation supports operational efficiency.
+ Results Orientation: Can set challenging goals for their team and lead them to achieve these goals, demonstrating a consistent track record of results.
**Skill Level Requirements**
+ Experience working in identity management and security solutions.
+ Deep technical identity governance and security knowledge, including but not limited to IAM, PAM, IGA, SSO, MFA, CIAM, CLM, and PKI controls.
+ Excellent presentation skills, including the ability to run demos on identity security solutions.
+ Outstanding written and verbal communication.
+ Attention to detail, organization, and follow-up skills
+ Initiative to research and resolve problems with a positive attitude?
+ Exceptional relationship-building acumen with a passion for technology
+ Strong documentation skills to include system/network diagrams and presentations
+ General understanding of security frameworks such as NIST, HITRUST, and CIS.
+ Expert technical knowledge of security solutions
+ Preferred Certifications: CISSP, Relevant GIAC Cert, SSCP, CISM, CCSP, CEH, CPT, CWSP, CCNP Security, CCIE Security or Relevant Professional certifications in Cyber Security OEMs
**Other Requirements**
+ Completed Bachelor's Degree or relevant work experience required
+ 3-5 years of experience in a similar role
+ 5+ years experience in a technical cybersecurity role
+ 3+ years experience in Security Pre-Sales Consulting
+ Ability to travel to SHI, Partner, and Customer Events
The estimated annual pay range for this position is $120,000 - $230,000 which includes a base salary 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
Read Less**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 Summary**
The Global Account Executive will be responsible for growing new business by expanding the portfolio of products and services within existing accounts and/or developing new business with companies within their assigned Customer List. The Global Account Executive will identify customer business needs, qualify opportunities, present value, overcome objections, close sales and record sales activity. Working with our Sales Leadership, Internal Support, and our Training and Development Teams this individual will be enabled to position our company's Innovative Solutions and World Class Support to their Target Customer List.
The Account Executive 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 comprehensive portfolio of solutions tailored to customer objectives. Additionally, the Account Executive is responsible for building market awareness through participation in industry events and maintaining a competitive edge by staying informed on industry trends.
**Role Description**
+ Develop Business with existing customers and establish new customers based on targeted sales techniques by Cold Calling, Customer Meetings, Partner and Industry Networking
+ In collaboration with Sales Management, identify, create, develop and manage opportunities in the Sales Pipeline and Sales Management Platform to achieve quarterly and annual Sales Targets and Goals
+ Develop and maintain strong, long-lasting Strategic and Trusted Advisor Relationships with current and new customers and partner Contacts
+ Understand Customer's Business Objectives, IT Priorities and Initiatives across various stakeholders, including: Executive Management, Technology Leadership, Strategic Sourcing, Asset Management, and Line of Business
+ Position and Effectively Communicate our company's Portfolio of Products, Solutions, Services and Capabilities across Cloud, Data Center, Mobility, Security, ITAM and Lifecycle Services
+ Collaborate with Pre and Post Sales Internal Support Teams
+ Excel in a Team Selling Environment, coordinating resources across
+ Continue Education on industry trends, products, and market conditions
+ Be aware of SHI's industry competition and how to properly showcase our offerings and defend SHI's value to win new business
+ Build market awareness of our company through participation in local/regional industry events, organizations, and affiliations
+ 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 outside 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 estimated on-target earnings, or OTE, which includes a base salary and bonus/commissions, are $150,000 - $250,000. 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
Read Less