Infrastructure Solutions Account Executive-New Jersey
SHI International Corp.
- Edison, NJ
- $100,000-150,000 per year
- Permanent
- Full-time
- 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.
- Drive net new account growth and develop a sales pipeline for focused infrastructure partners (including hybrid cloud, data center, networking, storage, and backup/data protection) opportunities.
- Meet in-person with prospects to discover, defend, and acquire new business across the focused infrastructure solution areas.
- Generate and drive pipeline by understanding customer needs and positioning relevant SHI solutions and services.
- Develop relationships with SHI infrastructure focus Partners ecosystem and the appropriate customer technical personnel to establish market credibility and ensure the sales team understands the business challenges of assigned customers.
- Qualify opportunities using the BANT lead qualification method, and then work with the Core Sales Engineer to hand off the opportunity for further development.
- Collaborate and engage with multiple layers of contacts within an organization, including but not limited to the CIO, CTO, Vice Presidents, Directors of IT, IT Managers, etc.
- Build strong relationships and trust with business and technical decision-makers.
- Engage with customers to ensure account retention and develop relationships with contacts across multiple lines of business within assigned accounts.
- Manage the technical solution sales cycle and report weekly updates within SHI’s CRM system.
- Attend ongoing training and leverage self-study to learn about and understand our focus Partner’s products and to learn about SHI’s service offerings for hybrid cloud, data center, networking, storage, and backup/data protection.
- Lead Partner and customer calls, presentations, and onsite meetings both independently and with Account Executives, Core Sales Engineers, and Inside Sales Account Managers to help build new business.
- Proactively work to develop and foster relationships between Partner(s), Sellers, and Core Sales Engineers
- Attend Partner field events, trainings, and account mapping sessions.
- Lead conversations with Regional Directors to determine issues holding their team back from successfully closing infrastructure deals, and work with them to resolve those issues.
- Obtain assigned technical and sales certifications.
- Proven track record of driving results and exceeding expectations
- Ability to deliver a compelling value proposition focused on SHI infrastructure solutions and service offerings.
- Foundational knowledge of Virtualization technologies, Hypervisors, server and desktop virtualization (i.e. VMware, Hyper-V, Citrix, VDI).
- Consultative approach to cloud, virtualization, storage, networking, and server technology .
- Ability to work well both independently and in a team environment.
- Ability to understand and embrace the SHI story and Core Values.
- Ability to manage and report on a sales pipeline.
- Ability to confidently lead Partner and customer calls/presentations/onsite meetings at the executive level within the client base.
- Ability to take a proactive approach in developing and fostering relationships.
- Ability to keep current on necessary technical and sales certifications.
- Strong understanding of technologies and Partners that drive infrastructure solution sales.
- Ability to analyze raw data and draw out key trends and observations supported by relevant data.
- Ability to work within a high-energy sales environment and have a desire to work in a collaborative manner across other teams.
- Working knowledge of Dynamics CRM, Excel, Outlook, and PowerPoint
- Proficient with Microsoft Office Products Visio, Excel, Word.
- Position requires travel up to 25% to attend customer sales meetings, OEM events, and internal meetings.
- Extended hours are required to complete some projects and Partner certifications, as assigned.
- The estimated annual pay range for this position is $100,000 - $150,000 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