Job Description

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.

The 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.

• 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.

• Fo ster collaboration among st a ssigned project team member s, other SHI re source s, seller s, and partner s

• Propo se service solution recommendation s and serve a s an e scalation point for cu stomer matter s

• Propo se SHI service solution s or partner s to deliver the ideal cu stomer bu sine ss outcome

• Maintain a strong under standing of SHI’ s Google offering s to effectively recommend work shop sand collaborate acro ss team s, aligning Google solution s with internal Data/AI capabilitie s and subcontracted cyber security and work space service s

• Have a clear under standing of SHI’ s partner network and their capabilitie s

• Provide excellent value and experience while helping our cu stomer s deploy and manage their Solution

• Serve a s the key point of contact for each owned opportunity

• E stabli sh a rapport and confidence with internal team s, company’ s cu stomer s, and partner s

• Fo ster and maintain overall accountability for succe ssful engagement delivery

• Serve a s the expert in the company’ s value, methodology and proce sse s

• Actively monitor active, pro spective, and planned project s and en sure prioritie s are adju sted, a s needed

• Set clear communication s to the cu stomer a s needed throughout project lifecycle

• Review key documentation provided by cu stomer, tran slate technical and bu sine ssrequirement and propo se solution to solve cu stomer challenge

• Provide frequent project statu s report s and monthly foreca st to SHI Leader ship

• Align with Sale s to identify, qualify and en sure project s are relevant, accurately e stimated and prioritized during the propo sal pha se

• Re search and expand current opportunitie s and identify new opportunitie s

• Develop bu sine ss with exi sting cu stomer s and e stabli sh new cu stomer s through targeted sale stechnique s such a s cold calling, cu stomer meeting s, partner, and indu stry networking.

• Collaborate with Sale s Management to identify, create, develop, and manage opportunitie s in the sale s pipeline and sale s management platform to achieve quarterly and annual sale starget s and goal s

• Develop and maintain strong, long-la sting strategic and tru sted advi sor relation ship s with current and new cu stomer s and partner contact s

• Under stand cu stomer s’ bu sine ss objective s, IT prioritie s, and initiative s acro ss variou sstakeholder s, including executive management, technology leader ship, strategic sourcing, a sset management, and line of bu sine ss

• Collaborate with pre- and po st- sale s internal support team s and excel in a team selling environment by coordinating re source s

• Stay informed on indu stry trend s, product s, market condition s, and competition to enhance market po sitioning and build market awarene ss through participation in local/regional indu stry event s, organization s, and affiliation s

• Drive the sale s proce ss by coordinating cu stomer review s of aging inventory and looking for refre sh opportunitie s u sing partner program s, promotion s, and pricing to maximize margin.

• Coach and train the sale s team to identify and qualify opportunitie s to achieve partner revenue and GM target attainment.

• Provide monthly reporting, analy si s of bu sine ss re sult s, and joint pipeline to bu sine ss leader swithin the territory, en suring alignment with partner sale s goal s and executing sale s growth plan s proactively.

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

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• Proven succe ss selling or partnering with Google Cloud (GCP), Chrome/Work space, or other hyper scaler s

• Experience with partner’ s Global, Enterpri se, or Commercial Segment( s), including familiarity with partner' s portal s, tool s, program s, proce sse s, and di stribution tran saction s - Intermediate

• Ability to create and manage relation ship s with external partner s, executive-level stakeholder s, and within a sale s organization. - Intermediate

• Proficient in building and executing cro ss-functional plan s to achieve objective s; able to analyze bu sine ss re sult s to develop action plan s - Intermediate

• Creative and strategic thinking with excellent deci sion-making skill s; capable of managing regional bu sine ss independently from Management. - Intermediate

• Excellent time management along with planning and organizational skill s; self-motivated with the ability to work autonomou sly. - Intermediate

• Ability to communicate, pre sent, and influence all level s of a cu stomer and/or partner organization for building relation ship s and driving sale s growth; skilled in pro specting, negotiating, and clo sing deal s - Intermediate

• Ability to effectively po sition again st competition and clearly articulate value. - Intermediate

• Ability to self- study and engage in independent work to increa se job-related knowledge and skill s; self-motivated with the ability to work with limited direction and over sight. - Intermediate

• Ability to be approachable, maintain compo sure, and po sse ss a profe ssional attitude. - Intermediate

Preferred Qualification s/ Skill s

• Direct out side sale s experience with large enterpri se client s - Intermediate

• Previou s training and/or experience in solution selling - Intermediate

• Experience selling and managing complex IT solution s - Intermediate

• Multiple major technology sale s certification s - Intermediate

• Working knowledge of Program s and technology from indu stry-leading OEM s such a s Google - Intermediate

Other Requirements

• Bachelor’ s Degree or equivalent relevant work experience required.

• 3-5 year s of succe ssful IT sale s experience, including direct out side sale s with large enterpri se client s

• 3-5 year s of experience selling enterpri se solution s and working with partner s/the IT Channel

• Minimum 2 year s of experience in succe ssful con sultative selling and account development

• Minimum 50% time out side of an office setting meeting with exi sting and potential cu stomer sand 10% attending company event s

• Travel to cu stomer site s within dedicated territory

• Travel to SHI, Partner, and Cu stomer Event s

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