Job SummaryThe PubSec Client Director is responsible for developing and expanding business within existing accounts and acquiring new clients to meet and exceed sales and profit targets. This role involves building strategic relationships with key IT and business executives, managing a robust sales pipeline, and effectively positioning SHI's comprehensive portfolio of IT solutions to align with customer objectives. The Client Director will collaborate closely with internal teams and key partners to drive growth and maintain strong, long-lasting partnerships.
Role Description- Develop business in existing customers and win new clients to achieve sales targets as set by the business.
- Exceed profit and revenue targets.
- Maintain an accurate CRM to forecast and manage the business.
- Produce detailed account plans for customers in your portfolio.
- Work with the Alliances team and existing contacts to develop strong relationships with key partners and vendors.
- Drive attendance to customer technology days, events, and networking activities to strengthen relationships, credibility, and trust.
- Develop and maintain strong, long-lasting Strategic and Trusted Advisor relationships with key IT and Business Executives within assigned accounts.
- Identify, create, develop, and manage opportunities in the sales pipeline and sales management platform to achieve quarterly and annual sales targets and goals.
- Position and effectively communicate SHI's portfolio of products, solutions, services, and capabilities across various domains, mapping them to customer business objectives and initiatives.
- Collaborate with pre and post-sales internal support teams.
Behaviors and Competencies- Communication: Can effectively communicate complex ideas and information to diverse audiences, facilitate effective communication between others, and mentor others in effective communication.
- Time Management: Can manage time effectively, accurately estimate the time required for specific tasks, balance multiple tasks, and help others in improving their time management skills.
- Detail-Oriented: Can oversee multiple projects, maintaining a high level of detail orientation, identifying errors or inconsistencies in work, and ensuring accuracy across all tasks.
- Interpersonal Skills: Can communicate effectively, build relationships, resolve conflicts, influence others, and support others in developing their interpersonal skills in major situations.
- Impact and Influence: Can rally a team or group towards a common goal, creating a positive and persuasive influence.
- Judgment: Can exercise sound judgement in ambiguous situations, take calculated risks, and make decisions that balance short-term impact with long-term goals.
- Forward Thinking: Can take ownership of complex initiatives aimed at anticipating future trends or needs, collaborate with others in planning and decision-making, and drive results that position oneself or one's organization for future success.
- Self-Development: Can demonstrate a commitment to continuous learning and adaptability to new ideas and methods.
- Professionalism: Can take ownership of complex initiatives, collaborate with others in a respectful and professional manner, and drive results.
- Self-Motivation: Can take ownership of complex personal or professional initiatives, collaborate with others when necessary, and drive results through self-motivation.
- Prospecting: Can manage a prospecting team, provide guidance and training on effective prospecting strategies, analyze the effectiveness of prospecting efforts, and make necessary adjustments.
- Consultative Sales: Can take ownership of complex sales initiatives, collaborate with team members, and drive sales results through a consultative approach.
- Follow-Up: Can take ownership of tasks, collaborate with others in managing follow-ups, and drive results through effective task completion.
- Delegation: Can delegate responsibilities across a team, balancing workload, and ensuring all members understand their roles.
- Relationship Building: Can take ownership of complex team initiatives, collaborate with diverse groups, and drive results through effective relationship management.
- Business Acumen: Can develop and execute business plans to drive growth and profitability.
- Organization: Can oversee complex projects with multiple moving parts, ensure team alignment with organizational systems, and adapt to changing priorities.
Skill Level Requirements- The ability to effectively sell complex IT solutions to large enterprise customers, consistently achieving significant sales targets - Intermediate
- Possess a working understanding of programs and solutions offered by industry-leading Original Equipment Manufacturers (OEMs), such as Microsoft, Dell/VMWare, HP, Cisco, Apple, AWS, Lenovo, etc - Intermediate
- Demonstrates a working knowledge of current and evolving technologies including Cloud, Security, IoT, and Digital Workplace - Intermediate
- Preferred expertise in selling products and services to the pharmaceutical industry, including building relationships with key stakeholders and understanding industry-specific needs and regulations - Intermediate
- In-depth knowledge of IT industry trends and dynamics - Intermediate
- Proven ability to identify, create, develop, and manage new business opportunities - Intermediate
- Skilled in strategic planning and implementation - Intermediate
Other Requirements- Completed Bachelor's Degree or relevant work experience required
- 5+ years of experience in direct IT sales
- 5+ years of experience in sales management
- Ability to spend 50% time outside of an office setting with customers
- Ability to travel 10% to SHI, Partner, and Customer Events
- Ability to work flexible hours
- Advanced sales or technology certification preferred, such as HPE Hybrid IT 2019 Sales Certification, VMWare Certified Professional, Azure Fundamentals, AWS Professional, etc.
The base salary for this position is $100,000. The estimated on-target earnings, or OTE, which includes a base salary and commissions, are $125,000 - $250,000. 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.
