Strategic Account Executive, System Integrators

About Us Since 1989, SHI International Corp. has helped organizations change the world through technology. Weu2019ve grown every year since, and today weu2019re proud to be a $16 billion global provider of IT solutions and services. Over 17,000 organizations worldwide rely on SHIu2019s concierge approach to help them solve whatu2019s next. But the heartbeat of SHI is our employees u2013 all 7,000 of them. If you join our team, youu2019ll 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 u2013 in our offices or yours. Job Summary The Strategic Account Executive is responsible for mastering SHIu2019s value proposition to drive revenue, expand market presence, and develop strategic sales approaches that support both new and existing customers. This role includes identifying highu2011value opportunities, cultivating executiveu2011level relationships, and collaborating with internal teams and external partners to position SHIu2019s comprehensive solutions portfolio. In addition to standard Account Executive responsibilities, this position carries strategic business development objectivesu2014specifically, expanding SHIu2019s partnerships with major Global System Integrators (GSIs). This includes developing joint gou2011tou2011market strategies, influencing complex buying cycles, and building deep, multiu2011level relationships to unlock new revenue opportunities. This is a remote position with a homeu2011office setup and requires residence within the United States. Up to 50% travel is required. Role Description Strategic Account Development + Identify, develop, and expand strategic partnerships with leading Global System Integrators (GSIs) to support SHIu2019s longu2011term growth initiatives. + Build and execute account plans aligned with SHIu2019s global strategy and GSI objectives. + Influence customer and partner decisionu2011making through executiveu2011level relationship development and strategic engagement. Sales Execution & Opportunity Management + Master SHIu2019s value proposition to consistently exceed revenue and profit goals. + Identify and build highu2011impact opportunities within the pipeline through proactive outreach, meetings, and industry networking. + Collaborate with sales management to track, prioritize, and execute on opportunities to achieve quarterly and annual revenue targets. + Maintain awareness of competitive offerings and position SHIu2019s strengths effectively. Relationship Building + Cultivate strong relationships with existing customers while driving new customer acquisition. + Engage senior stakeholders across GSI and customer organizations, including executive leadership, technology teams, and sourcing functions. + Collaborate closely with SHI Account Executives, Technical Strategists, Partner Alliances, and OEM partners to deliver integrated solutions. Solution Positioning + Communicate and position SHIu2019s full portfolio of IT infrastructure, cloud, cybersecurity, and professional services. + Understand customer business priorities, IT strategy, and requirements to recommend tailored solutions that align to organizational goals. Crossu2011Functional Collaboration + Partner with internal SHI support teams, marketing, and alliances to develop and execute joint initiatives. + Influence internal stakeholders to prioritize opportunities related to strategic GSI engagements. Market Presence & Continuous Learning + Build market and brand awareness through participation in industry events, associations, and customer engagements. + Stay current on industry trends, technologies, and market conditions. Behaviors and Competencies + Business Acumen: Can evaluate market trends and competitive landscape to identify opportunities and risks. + Closing Deals: Can develop and implement a strategic plan for closing deals, identifying high-value opportunities and using advanced negotiation techniques to secure successful outcomes. + Consultative Sales: Can proactively seek out potential customers, initiate sales conversations, and contribute innovative ideas to improve the sales process. + Interpersonal Skills: Can communicate effectively, build relationships, resolve conflicts, and influence others in significant situations. + Listening: Can actively engage in listening by asking clarifying questions and providing feedback that shows a deep understanding of the conversation. + Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution. + Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods. + Presenting: Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium. + Professionalism: Can proactively seek out challenges, initiate projects, and contribute to a professional work environment. + Prospecting: Can develop and implement a strategic prospecting plan, identifying high-value potential customers and using advanced techniques to initiate contact and build relationships. + Self-Motivation: Can proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas. + Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines. Skill Level Requirements u2022 Ability to excel in a team selling environment - Intermediate u2022 Ability to continually meet or exceed sales targets - Intermediate u2022 Expertise in client relationship building and new business development - Intermediate u2022 Proficiency in account management - Intermediate u2022 Proficiency in project management - Intermediate u2022 Understanding of business operations and strategy - Intermediate Other Requirements u2022 Completed Bacheloru2019s Degree or relevant work experience required u2022 Minimum 3-5 years of successful sales experience u2022 Minimum 50% time outside of an office setting meeting with existing and potential customers u2022 Travel to customer sites within dedicated territory u2022 Travel to SHI, Partner, and Customer Events #LI-ET1 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 Equal Employment Opportunity u2013 M/F/Disability/Protected Veteran Status

Created: 2026-02-09