Job SummaryThe Strategic Account Executive will drive strategic growth for SHI International by developing and expanding relationships with Indian-based Global System Integrators (GSIs), including TCS, Wipro, and HCL. This role requires a proven ability to build executive-level relationships, influence complex buying decisions, and create joint go-to-market strategies that unlock significant revenue opportunities.
This is a remote position with a home office setup; however, it is required to reside in the United States to support business needs. Up to 50% of travel is required for this position.
Role DescriptionStrategic Account Development:- Identify, engage, and grow partnerships with TCS, Wipro, and HCL to influence global IT spend and drive SHI's solutions portfolio.
- Develop and execute account plans aligned with SHI's global sales strategy and GSI objectives.
Pipeline & Opportunity Management: - Build and manage a robust pipeline of opportunities through proactive outreach, networking, and collaboration with SHI's internal teams.
- Leverage SHI's sales management platforms to track progress and ensure attainment of quarterly and annual targets.
Relationship Building: - Establish trusted advisor relationships with senior stakeholders at GSIs, including executive management, technology leadership, and sourcing teams.
- Collaborate with SHI Account Executives, Technical Strategists, and OEM partners to deliver integrated solutions.
Solution Positioning: - Promote SHI's full portfolio of IT infrastructure, cloud, cybersecurity, and services offerings.
- Align solutions with customer business objectives and IT priorities.
Cross-Functional Collaboration: - Work closely with internal support teams, marketing, and partner alliances to execute joint initiatives and events.
- Influence internal stakeholders to prioritize GSI strategies and resources.
Behaviors and Competencies- Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
- Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines.
- Self-Development: Can actively seek feedback and use it constructively for personal growth.
- Strategic Thinking: Can analyze situations and can lead the development and execution of strategic initiatives.
- Decision-Making: Can analyze complex information, predict long-term consequences, and make decisions that align with strategic goals.
- Professionalism: Can proactively seek out challenges, initiate projects, and contribute to a professional work environment.
- Interpersonal Skills: Can communicate effectively, build relationships, resolve conflicts, and influence others in significant situations.
- Self-Motivation: Can proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas.
- Performance Management: Can provide constructive feedback to others, identify performance gaps, and implement improvement plans.
- Business Development: Can proactively seek out new markets, initiate strategic partnerships, and contribute to the development of innovative business strategies.
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
- Minimum 3-5 years of successful sales experience
- Minimum 50% time outside of an office setting meeting with existing and potential customers
- Travel to customer sites within dedicated territory
- Travel to SHI, Partner, and Customer Events
The estimated annual pay range for this position is $120,000 - $250,000 which includes a base salary and commissions. 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
