Job Summary

The Account Director will be focused on developing long term, strategic and trusted relationships between the company and our largest Financial Services accounts, as well as formulating and executing upon sustainable business growth strategies. Furthermore, the Account Director will manage and develop a team of sales professionals assigned to support the business, and work closely with them to develop their sales skills, generate increased revenue and profitability, and setting the team up for success to achieve individual, team and organizational quotas and initiatives.

The Account Director must be experienced, self-motivated, goal-oriented, and possess the skill sets to identify business needs, qualify opportunities, present value, overcome objections, close sales and record activity.

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 $14 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.

Responsibilities

• Develop and maintain strong, long-lasting Strategic and Trusted Advisor relationships with key IT and Business Executives within assigned Global accounts and with relevant Partner Contacts and Sales Leadership

• Meets quarterly and annual sales goals

• Coach sales team members to optimize performance and to enable broader and deeper client engagement

• Coordinate all SHI activities in the account, e.g. sales motions, marketing programs, executive forums, and delivery of on-going engagements, develop a communication plan

• Ability to monitor employee performance in a fair and consistent manner and provide actionable feedback, address personnel issues, and provide employee recognition to ensure individual and team excellence

• Provide business rationale and risk assessment for making company investments into accounts

• Identify, Create, Develop and Manage Opportunities in the Sales Pipeline and Sales Management Platform to achieve quarterly and annual Sales Targets and Goals

• Leverage existing engagements to spawn new business opportunities that result in on-going profitable revenue growth for the company

• Position and Effectively Communicate SHI’s Portfolio of Products, Solutions, Services and Capabilities across Cloud, AI, Data Center, Mobility, Security, ITAM and Lifecycle Services, and map them to customer business objectives and initiatives

• Collaborate with Pre and Post Sales Internal Support Teams

• Be aware of industry competition and how to properly showcase the company’s offerings and defend our value to win new business

• Travel within assigned sales territory to meet existing and potential customers and attend company events

Qualifications

• Bachelor's Degree or relevant work experience required

• 10+ years direct IT sales experience

• 5+ years sales management/mentoring experience

• Strong Understanding of the IT Market

• Documented history of successful leadership of sales teams

• Documented history of new business development and successful IT sales experience

Required Skills

• Ability to simplify and communicate complex subject matter, both verbally and written, to stakeholders of all levels across multiple functions

• Excellent time management, planning, and organization skills

• Strong interpersonal and customer service skills

• Possess good judgment and decision-making skills

• Ability to effectively position against competition, and clearly articulate value

• Delegation skills with the ability to effectively assign tasks to staff by identifying their skillsets while ensuring accountability and productivity

• Ability to motivate team by setting a mission then turning it into clear, specific and measurable incremental goals

• Ability to be honest and hold oneself accountable to build trust and serve as an example

• Strong written, verbal, listening, and presentation communication abilities

• Excellent executive engagement skills

• Ability to self-study and engage in independent work to increase job related knowledge and skills

• Ability to think ahead and anticipate outcomes

• Ability to effectively manage time and resources

• Self-motivated with ability to work with limited direction and oversight

• Ability to prospect, negotiate, and close deals

Preferred Skills and Qualifications:

• Direct sales experience with large enterprise clients in the Financial Services industry

• Multiple major technology sales certifications

• Working knowledge of Programs from Industry Leading OEMs such as Nvidia, Dell/HPE, Cisco, Palo Alto Networks, Fortinet etc

• Working knowledge of technologies such as Cloud, Security, IoT, GenAI

Unique Requirements

• Position requires 20% Travel

Additional Information

• The estimated annual pay range for this position is $175,000 - $225,000 which includes a base salary and commission. 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

Job Wrapping 1

• The compensation for this position is dependent on experience and performance. Benefits include, but are not limited to, medical, vision, dental, 401K. • Equal Employment Opportunity – M/F/Disability/Protected Veteran Status

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Job Locations US-NY-New York City

Requisition ID 2024-18403

Approved Min (Total Target Comp) USD $175,000.00/Yr.

Approved Max (Total Target Comp) USD $225,000.00/Yr.

Compensation Structure Base Plus Commission

Category Information Technology