PubSec Microsoft Account Executive

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.

• Collaborate with Sales team to capture new customer LOGOs or to acquire existing customers' Microsoft footprint not currently under company ownership
• Coordinate with multiple resources to ensure customer onboarding of Microsoft agreements to the company is seamless and effortless on the customers’ part
• Ensure customer retention by providing set deliverables as defined in the customer contract/agreement throughout the life of an agreement
• Advise customers on a routine basis about Microsoft software programs or other related services
• Identify services that ensure the customer will realize expected business outcomes
• Fulfill Support contract and statement of work (SOW) obligations with quality planning and consistent delivery within the customers' environment
• Capitalize on customers' contracts by collaborating with the SHI Account Executive for pivots off the install base to identify other Microsoft and non- Microsoft opportunities
• Partner with customer, the Microsoft Account Team and SHI Account Team to prioritize and plan customer engagements that enhance Microsoft and Non-MS program utilization
• Collaborate with internal support teams to manage on going services, one time engagements and other contractual requirements
• Manage and optimize renewals, upsells opportunities, cross sells or encapsulating services like digital transformation, Cloud Migration, ITAM
• Conduct meetings through MS Teams and/or WebEx to communicate with customers and internal teams and on occasion in person
• Acquire accreditations and meet other training requirements throughout the lifetime of the role
• Create, Track and Update all activities in SHI’s CRM system

• Minimum 3 years’ experience working with/managing projects involving Software Licensing Agreements, Software Renewals and Maintenance Management preferably Microsoft specific
• 4+ years of experience in consultative selling with proven customer success results
• Documented history of new business development
• Some level of technical understanding of Microsoft Teams, and/or Microsoft 365 and cloud options (Azure, AWS GCP)
• Willingness and desire to engage with both Business Decision Makers and IT Decision Makers.
• Proficient in CRM
• Proficiency in MS office tools – Outlook, Word, Excel, PowerPoint, Teams
• Experience working in a Team Selling environment
• Experience working directly with the customer
• Experience managing Microsoft Agreements as an LSP

• Ability to build strong customer relationships that ensures account retention and customer loyalty
• Strong verbal and written communication on skills
• Capacity to be a subject matter expert in multiple families of solutions
• Ability to recommend services that compliment and/or round out proposed solutions
• Ability to oversee solution implementations, managed services and mitigate any challenges or escalations to ensure success
• Excellent organizational and self-management skills
• Results oriented and driven
• Ability to articulate licensing information, renewal programs, true up process and top-level service/solution discussions
• Ability to working effectively within all levels of an organization, both internally and externally
• Capacity to be a Team player as an overlay
• Exemplary time management, planning, and organization skills
• Effective written, verbal, and presentation communication abilities

• Get Licensing Ready – multiple components
• Microsoft Certified: Azure Fundamentals
• Microsoft 900 365 Fundamentals

• Position requires 25-50% travel to see customers
• Extended hours are required to complete some special projects
• 25% additional travel for company meetings

• The estimated annual pay range for this position is $80,000 - $180,000 which includes a base salary and bonus. 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.