Services Sales Executive - AWS

SHI International•Austin, TX

2d•$85,000 - $170,000•Hybrid

About The Position

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. The Services Sales Executive will lead SHI AWS professional service opportunities from an education, enablement and engagement perspective; all the way from identification and contract signature to successful delivery of the project in terms of scope, deliverables, budget, client satisfaction, and achievement of required business outcomes. The AWS Services Sales Executive will work throughout the 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.

Requirements

Experience with partner’s Global, Enterprise, or Commercial Segment(s), including familiarity with partner's portals, tools, programs, processes, and distribution transactions.
Ability to create and manage relationships with external partners, executive-level stakeholders, and within a sales organization.
Proficient in building and executing cross-functional plans to achieve objectives; able to analyze business results to develop action plans.
Creative and strategic thinking with excellent decision-making skills; capable of managing regional business independently from Management.
Excellent time management along with planning and organizational skills; self-motivated with the ability to work autonomously.
Ability to communicate, present, and influence all levels of a customer and/or partner organization for building relationships and driving sales growth; skilled in prospecting, negotiating, and closing deals.
Ability to effectively position against competition and clearly articulate value.
Ability to self-study and engage in independent work to increase job-related knowledge and skills; self-motivated with the ability to work with limited direction and oversight.
Ability to be approachable, maintain composure, and possess a professional attitude.
Bachelor’s Degree or equivalent relevant work experience required.
3-5 years of successful IT sales experience, including direct outside sales with large enterprise clients.
3-5 years of experience selling enterprise solutions and working with partners/the IT Channel
Minimum 2 years of experience in successful consultative selling and account development
Minimum 50% time outside of an office setting meeting with existing and potential customers and 10% attending company events
Travel to customer sites within dedicated territory
Travel to SHI, Partner, and Customer Events
AWS Cloud Practitioner
AWS Solutions Architect Associate is required to obtain within your first 12 months of employment

Nice To Haves

Direct outside sales experience with large enterprise clients
Previous training and/or experience in solution selling
Experience selling and managing complex IT solutions
Multiple major technology sales certifications
Working knowledge of Programs and technology from industry-leading OEMs such as AWS

Responsibilities

Identify and scope AWS opportunities with customers and internal teams to optimize engagement profitability
Foster collaboration amongst assigned project team members, other SHI resources, sellers, and partners
Propose service solution recommendations and serve as an escalation point for customer matters
Propose SHI service solutions or partners to deliver the ideal customer business outcome
Have a clear understanding of SHI’s AWS offerings
Have a clear understanding of SHI’s partner network and their capabilities
Provide excellent value and experience while helping our customers deploy and manage their Solution
Serve as the key point of contact for each owned opportunity
Establish a rapport and confidence with internal teams, company’s customers and partners
Foster and maintain overall accountability for successful engagement delivery
Serve as the expert in the company’s value, methodology and processes
Actively monitor active, prospective and planned projects and ensure priorities are adjusted, as needed
Set clear communications to the customer as needed throughout project lifecycle
Review key documentation provided by customer, translate technical and business requirement and propose solution to solve customer challenge
Provide frequent project status reports and monthly forecast to SHI Leadership
Align with Sales to identify, qualify and ensure projects are relevant, accurately estimated and prioritized during the proposal phase
Research and expand current opportunities and identify new opportunities
Develop business with existing customers and establish new customers through targeted sales techniques such as cold calling, customer meetings, partner, and industry networking.
Collaborate with Sales Management to 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 customers’ 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 the 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 and excel in a team selling environment by coordinating resources.
Stay informed on industry trends, products, market conditions, and competition to enhance market positioning and build market awareness through participation in local/regional industry events, organizations, and affiliations.
Drive the sales process by coordinating customer reviews of aging inventory and looking for refresh opportunities using partner programs, promotions, and pricing to maximize margin.
Coach and train the sales team to identify and qualify opportunities to achieve partner revenue and GM target attainment.
Provide monthly reporting, analysis of business results, and joint pipeline to business leaders within the territory, ensuring alignment with partner sales goals and executing sales growth plans proactively.