PubSec Account Executive

SHI International Corp.•US - MA - Home Office, VT

1d•$125,000 - $250,000

About The Position

The PubSec Account Executive is responsible for mastering SHI’s value proposition and exceeding revenue and profit goals through strategic sales approaches, pricing proposals, and relationship development with existing and prospective customers. The role identifies opportunities, builds and manages a sales pipeline, collaborates with internal SHI teams and external partners, and presents SHI’s portfolio of products, solutions, services, and capabilities in ways that address customer objectives. The Account Executive develops customer relationships through targeted selling, including cold calling, meetings, and networking; works with sales management to manage opportunities and achieve quarterly and annual targets; and fosters joint selling initiatives with SHI support teams and industry partners. The position also builds market awareness by attending local and regional industry events and keeps current on industry trends, products, competition, and market conditions. At least 50% of the work time is spent outside an office meeting existing and potential customers, with travel to customer sites in the dedicated territory and to SHI, partner, and customer events.

Requirements

Completed bachelor’s degree or relevant work experience.
Minimum 3–5 years of successful sales experience.
Ability to excel in a team-selling environment (intermediate).
Ability to continually meet or exceed sales targets (intermediate).
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.
Currently hold, or be able to obtain within the first 90 days of employment, required sales and/or technical certifications.
Spend a minimum of 50% of work time outside an office setting meeting existing and potential customers.
Travel to customer sites within the dedicated territory and to SHI, partner, and customer events.

Responsibilities

Master SHI’s value proposition to exceed revenue and profit goals; develop sales strategies and pricing proposals.
Cultivate relationships with existing customers and establish new relationships through cold calling, meetings, networking, and other targeted sales techniques.
Identify and create sales-pipeline opportunities, develop business with existing customers, and acquire new customers to achieve sales targets.
Collaborate with sales management to identify and manage opportunities and meet or exceed quarterly and annual targets.
Build partnerships with internal SHI support teams and external industry partners to drive business and maintain joint selling initiatives.
Understand customers’ business objectives, IT priorities, and initiatives to provide tailored solutions.
Position and communicate SHI’s products, solutions, services, and capabilities to customers and partners.
Understand the competitive landscape, showcase SHI’s offerings, and defend SHI’s value to win new business.
Build cross-department relationships and engage SHI support teams to identify business opportunities and use support resources.
Build market awareness of SHI by participating in local and regional industry events, organizations, and affiliations.
Stay informed about industry trends, products, and market conditions.
Meet existing and potential customers outside an office setting and travel to customer sites and SHI, partner, and customer events.