Canada Enterprise Account Executive

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 $16 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 7,000 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.

Job Summary

The Canada Enterprise Account Executive-Toronto is tasked with mastering SHI's value proposition to exceed revenue and profit goals by developing strategic sales approaches and cultivating relationships with both existing and new customers. This role involves identifying sales opportunities, collaborating with internal support teams and external partners, and effectively communicating SHI's comprehensive portfolio of solutions tailored to customer objectives. Additionally, the Account Executive is responsible for building market awareness through participation in industry events and maintaining a competitive edge by staying informed on industry trends.

This is a remote position but may be required to report to the SHI Canada office location as determined by SHI management.



L’Enterprise Account Executive – Québec est responsable de maîtriser la proposition de valeur de SHI afin de dépasser les objectifs de revenus et de profits, en développant des approches stratégiques de vente et en cultivant des relations avec les clients existants et nouveaux. Ce rôle implique d’identifier des opportunités de vente, de collaborer avec les équipes de support internes et les partenaires externes, et de bien communiquer le portfolio complet de solutions SHI adaptées aux objectifs des clients. L’Account Executive doit également accroître la notoriété de SHI sur le marché par sa participation à des événements de l’industrie et maintenir un avantage concurrentiel en restant informé des tendances du secteur.

Il s’agit d’un poste en télétravail, mais la personne pourrait devoir se présenter au bureau de SHI Canada, selon la décision de la direction de SHI.

Role Description

• Master SHI’s value proposition to consistently exceed revenue and profitgoals, anddevelop penetrating sales strategies and pricing proposals.

• Cultivate relationships with existing customers andestablishnew ones through targeted sales techniques, including cold calling, meetings, and networking.

• Identifyand create opportunities in the sales pipeline to achieve sales targets, develop business with existing customers, andestablishnew customers using targeted sales techniques.

• Collaborate with sales management toidentifyand manage sales opportunities, aiming to meet or exceed quarterly and annual targets.

• Build proactive partnerships with internal SHI support teams and external industry partners to drive business andmaintainjoint selling initiatives.

• Understandcustomer’sbusinessobjectives, IT priorities, and initiatives to provide tailored solutions.

• Position and effectively communicate SHI’s portfolio of products, solutions, services, and capabilities to customers and partners.

• Be aware of SHI’s industry competition and how to properlyshowcaseour offerings and defend SHI’s value to win new business.

• Foster successful cross-department relationships and engage with extended SHI support teams foridentifyingnew business opportunities andleveragingsupport resources.

• Build market awareness of SHI through participation in local/regional industry events, organizations, and affiliations.

• Continuously educate oneself to remain current on industry trends, products, and market conditions.

Behaviors and Competencies

• Business Acumen: Can evaluate market trends andcompetitivelandscapetoidentifyopportunities and risks.

• Closing Deals: Can develop and implement a strategic plan for closing deals,identifyinghigh-valueopportunitiesand using advanced negotiation techniques to secure successful outcomes.

• Consultative Sales: Can proactively seek out potential customers,initiatesales 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,initiatediscussions, and contribute to conflict resolution.

• Organization: Can effectively coordinate multiple projects, delegate tasks whereappropriate, 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,initiateprojects, and contribute to a professional work environment.

• Prospecting: Can develop and implement a strategic prospecting plan,identifyinghigh-value potential customers andusingadvanced techniques toinitiatecontact and build relationships.

• Self-Motivation: Can proactively seek out challenges,initiateself-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

• Ability to excel in a team selling environment - Intermediate

• Ability to continually meet or exceed sales targets - Intermediate

• Expertise in client relationship building and new business development - Intermediate

• Proficiency in account management - Intermediate

• Proficiency in project management - Intermediate

• Understanding of business operations and strategy - Intermediate

Other Requirements

• Completed Bachelor’s Degree or relevant work experience required

• Minimum 3-5 years of successful sales experience

• Minimum 50% time outside of an office setting meeting with existing and potential customers

• Travel to customer sites within dedicated territory

• Travel to SHI, Partner, and Customer Events

• Currently hold or have the ability to obtain required sales and/or technical certifications within first90 daysof employment

Description du poste

• Maîtriserlaproposition devaleurde SHIafindedépasserconstammentlesobjectifsderevenuset de profits, etdévelopperdesstratégiesde ventepercutantesainsiquedes propositions de prix.

• Développerdes relations avec les clientsexistantsetenétablirdenouvellesgrâce à des techniques de venteciblées,incluantle cold call, les rencontres et leréseautage.

• Identifier etcréerdesopportunitésdans le pipeline de ventepouratteindrelescibles,développerles affaires avec les clientsactuelsetenacquérirde nouveaux via des techniques de venteciblées.

• Collaboreravec le sales management pour identifier etgérerlesopportunitésde vente dans le butd’atteindreoudépasserlesobjectifstrimestrielsetannuels.

• Établirdespartenariatsproactifsavec les équipes de support internes SHI et lespartenairesexternes del’industriepourgénérerdes affaires etmaintenirles initiatives de venteconjointes.

• Comprendrelesobjectifsd’affaires, lesprioritésTI et les initiatives des clients pour proposer des solutions surmesure.

• Positionneretcommuniquerefficacementle portfolio deproduits, solutions, services etcapacitésde SHIauprèsdes clients etpartenaires.

• Connaîtrelacompétitiondansl’industrieet savoirmettreenvaleurnosoffrespourdéfendrelavaleurSHI etremporterde nouveauxcontrats.

• Favoriserdebonnesrelations inter-départementalesetcollaboreravec les équipes de support SHI pour identifier denouvellesopportunitésd’affaires etutiliserlesressourcesde support.

• Accroîtrelanotoriétéde SHI sur lemarchépar la participation à desévénements,organisationset associations locales/régionalesdansl’industrie.

• Setenircontinuellementà jour sur les tendances del’industrie, lesproduitset les conditions dumarché.

Compétencesetcomportementsclés

• Sens des affaires (évaluationdes tendances et dumarchéconcurrentiel)

• Capacitéàconcluredes ventes et ànégocierefficacement

• Approcheconsultativeenvente

• Excellenteshabiletésinterpersonnelleset de communication

• Écouteactive etcompréhensionapprofondiedesbesoinsclients

• Organisationet gestionsimultanéede multiplespriorités

• Compétencesenprésentationadaptéesàdifférentspublics

• Professionnalismeet espritd’initiative

• Compétencesenprospectionstratégique

• Autonomieet motivationpersonnelle

• Gestionefficacedu temps et respect deséchéanciers

Exigences decompétences

• Capacitéàexcellerdans unenvironnementde venteenéquipe –Intermédiaire

• Capacitéàatteindreoudépassercontinuellementlesobjectifsde vente –Intermédiaire

• Expertisedans ledéveloppementde relations clients et ledéveloppementde nouveauxmarchés–Intermédiaire

• Maîtrisede la gestion decomptes–Intermédiaire

• Maîtrisede la gestion deprojets–Intermédiaire

• Bonnecompréhensiondesopérationsd’affaires et de lastratégie–Intermédiaire

Autresexigences

• Diplômeuniversitaire(baccalauréat)complétéouexpériencede travailéquivalente

• Minimum de 3 à 5ansd’expérienceréussieenventes

• Disponibilitéà passer aumoins50 % du temps àl’extérieurdu bureaupourrencontrerdes clientsactuelsetpotentiels

• Déplacementsrequissur les sitesclientsau sein duterritoireassigné

• Participation à desévénementsSHI,partenaireset clients

• Larémunérationannuelleestiméepourceposte estd’environ270 000 $ à 340 000 $ CAD,incluantsalairede base et commissions

• Larémunérationvarieselonlesconnaissances,compétences,l’expérienceet lemarché

• Lesavantagespeuventinclure, sanss’ylimiter,l’assurancemédicale,l’assurancevision,l’assurancedentaire.

Certification

• Détenirouavoirlacapacitéd’obtenirles certifications de vente et/outechniquesrequisesdans les 90 premiersjoursd’emploi

The estimated annual pay range for this position is $270 000 CAD - $340 000 CAD which includes a base salary. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual.

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status

Originally posted on Himalayas