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 $15 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 6,000 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 SHI Microsoft Services team is seeking a dynamic Professional Services Market Leader to join our team. In this role, you'll be responsible for engaging new and existing customers in transformative projects involving IT Strategy, AI/Generative AI, distributed architecture, and hybrid cloud operations. You'll work closely with Technical Strategists, Pre-Sales Architects, and Delivery Consultants to drive customer success and business growth. As SHI Services' customer-facing relationship owner, you'll be primarily focused on developing cross-functional strategies and solutions that bring together technical expertise, real-world experience, strong executive engagement skills, and an inspirational mindset to help our clients solve their business challenges. Your responsibilities include-- but are not limited to-- guiding the client from defining business objectives, through discovery and proposal generation, to securing client sign-off on Statements of Work. Following project launch, you will stay connected with the customer to ensure we are delivering the agreed customer business outcomes (CBO) as outlined in the SOW.
Your experience in selling services within the technology/consulting sector will equip you with the ability to translate technical concepts into business value for customers. You will demonstrate proficiency in business development, executing sales methodologies and managing CRM systems coupled with strong analytical, problem-solving, and project management abilities. Market Leader's performance will be measured against key metrics including but not limited to Revenue, Billable Bookings, and customer satisfaction (CSAT).
Role Description
Collaborate with SHI Account Executives, Technical Strategists, and Pre-Sales Architects on account strategy and planning.
Develop new business opportunities and expand existing customer relationships through targeted sales techniques.
Manage the sales pipeline and utilize sales management platforms to achieve targets.
Understand and align with customer business objectives and IT priorities.
Position and promote SHI's portfolio of products, solutions, and services.
Build and maintain strategic relationships with customers and partners.
Work closely with pre and post-sales internal support teams.
Thrive in a team-based selling environment.
Stay informed on industry trends, products, and market conditions.
Travel as necessary to meet with clients and attend relevant events.
Monitoring ongoing projects to ensure delivery of agreed CBOs and maximize revenue potential
Advocating for customers while balancing SHI business objectives
Demonstrates leadership in managing internal resources to ensure that SHI Services' recommended solutions are comprehensive, achieve client expectations, and meet business objectives
Generates and nurtures relationships with clients ranging from executive leadership to hands-on-keyboard resources.
Focused on delivering world-class client experience.
Gain an understanding of the client's business and technical landscape (inclusive of individual lines of businesses within the organization)
Opportunity Management
Act as liaison between client stakeholders and SHI Services subject matter experts
Translates the clients' business and technical objectives into solutions.
Gather and analyze client requirements: work with clients to understand their current challenges, business needs and requirements. They may conduct interviews, surveys, and workshops to gather this information. Once they have a good understanding of the client's needs, they partner with appropriate team to design and architect a solution
Accountable to manage opportunities and engage specialty resources to drive multi-faceted solution development with a focus on services.
Create proposals and presentations: work with client advisors to create proposals and presentations for clients. These proposals and presentations typically outline the technical solution that is developed with the extended team, position SHI services and drive the development of supporting documentation, as well as the benefits that the solution will provide to the client.
Behaviors and Competencies
Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.
Time Management: Can generally use time effectively and is working towards improving task prioritization and deadline management.
Self-Development: Can set personal development goals and take steps to achieve them.
Strategic Thinking: Can contribute to the development of strategic plans and initiatives.
Decision-Making: Can evaluate options, consider potential outcomes, and make well-informed decisions that reflect an understanding of the impact.
Professionalism: Can identify opportunities for improvement, propose solutions, and take action to enhance professional conduct without explicit instructions.
Interpersonal Skills: Can communicate effectively, build relationships, and resolve conflicts with others in moderate situations.
Self-Motivation: Can identify personal or professional growth opportunities, propose self-improvement strategies, and take action without explicit instructions.
Performance Management: Can set personal and team performance goals, track progress, and make adjustments as needed.
Business Development: Can identify potential business opportunities, propose strategies for growth, and take action without explicit instructions.
Skill Level Requirements
Expertise in client relationship building and new business development - Intermediate
Ability to cold call and create new business opportunities - Intermediate
Ability to identify, create, develop, and manage high-impact sales opportunities and lead a team to achieve and exceed sales targets - Intermediate
The capability to identify potential clients, effectively negotiate terms, and successfully finalize business transactions. - Intermediate
The understanding of key business principles and practices to make informed and effective decisions that contribute to organizational success. - Intermediate
The ability to efficiently manage tasks and projects by prioritizing responsibilities and effectively utilizing time to achieve objectives. - Intermediate
Other Requirements
Completed Bachelor's Degree or relevant work experience required
2-4+ years of experience in/with Successful IT Sales Experience in an IAM role with large commercial and/or enterprise clients
5 years + client-facing experience working in technology sales or account management
3+ years of experience with sales targets, business development, and driving customer satisfaction
Fluency in SHI AX, CRM, Visio, Microsoft Office tools preferred
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The estimated annual pay range for this position is $180,000 - $240,000 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
