Field Account Executive - California

The Commercial Account Executive will focus on developing new business with existing customers and acquire new customers across a focused Named Account List. Working with our Sales Leadership, Internal Support, and our Training and Development Teams the Account Executive will be enabled to position SHI’s Innovative Solutions and World Class Support to their Target Customer List.

This position is required to report to the SHI office location as determined by SHI management. Candidates are required to reside in the San Francisco, CA area.

This is an outside sales position. As such, the Account Executive is expected to spend 50 percent or more of the time outside of an office interfacing and building relationships with existing and potential SHI customers, identifying new opportunities, networking, and following up on potential leads. The Account Executive must be self-motivated and comfortable working with limited direction and oversight.

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.

• Develop Business with existing customers and establish new customers based on targeted sales techniques by Cold Calling, Customer Meetings, Partner and Industry Networking
• Identify, Create, Develop and Manage Opportunities in the Sales Pipeline and Sales Management Platform to achieve Sales Targets and Goals
• Understand Customer’s Business Objectives, IT Priorities and Initiatives
• Position SHI’s Portfolio of Products, Solutions, Services and Capabilities
• Develop and maintain Strategic Relationships with current and new customers and partner Contacts
• Collaborate with Pre and Post Sales Internal Support Teams
• Excel in a Team Selling Environment
• Continue Education on industry trends, products, and market conditions
• Continually meet or exceed sales targets by selling company products, solutions, and services to new and existing customers
• Travel within assigned sales territory to meet existing and potential customers and attend company events

• Minimum of 3-5 Years of Successful B2B Sales Experience
• Previous field sales experience preferred
• Bachelor’s Degree or relevant work experience required
• Display a documented history of New Business Development

• Effective written and verbal communication skills
• Excellent presentation skills
• Excellent time management, planning, and organization skills
• Ability to self-study and engage in independent work to increase job related knowledge and skills
• Ability to think ahead, plan long-term decisions, and anticipate outcomes
• Business-acumen
• Possess good judgment and decision-making skills
• Ability to be approachable, maintain composure, and possess a professional attitude
• Strong interpersonal and customer service skills
• Self-motivated with ability to work with limited direction and oversight
• Strong consultative sales skills
• Ability to prospect, negotiate, and close deals

• Advanced Degrees, Sales and technical certifications
• Experience Selling Complex IT Solutions
• Working knowledge of Programs from Industry Leading OEMs such as Microsoft, Dell/VMware, HP, Cisco, Apple, AWS, Lenovo

• Position requires minimum 50% time outside of an office setting meeting with existing and potential customers
• Position requires travel to company events and meetings

• The estimated annual pay range for this position is $120,000 - $250,000 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