**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 $15 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.** **Job Summary** This role is designed to ensure our customers receive the highest level of service and compelling value for their Microsoft environment on a daily basis. The PubSec Microsoft Account Executive will be front and center empowering customers to maximize their IT investments and more importantly achieve their goals and key initiatives with accelerated adoption. This role includes onboarding, retaining, and leveraging Microsoft agreements to drive additional product sales and services opportunities. This is an overlay position that will partner Account Executives, Licensing Executives, Customer Account Managers, Client Success Managers and other solution or product resources. The PubSec Microsoft Account Executive will report to a District Sales Manager in a specified Region. This position is a remote position with Home Office setup as determined by SHI management. **Role Description** + Master SHI’s value proposition to consistently exceed revenue and profit goals, and develop penetrating sales strategies and pricing proposals. + Cultivate and expand customer relationships through targeted sales techniques such as cold calling, meetings (virtual or in-person), and networking. + Identify and create opportunities in the sales pipeline to achieve sales targets, grow business with existing customers, and establish new customer accounts. + Collaborate with sales management and Account Executives to capture new customer logos, expand Microsoft and non-Microsoft footprints, and meet or exceed quarterly and annual targets. + Build proactive partnerships with internal SHI support teams, the Microsoft Account Team, and external industry partners to drive business, ensure seamless customer onboarding, and maintain joint selling initiatives. + Understand customer business objectives, IT priorities, and initiatives to provide tailored solutions, ensure customer retention, and deliver on contract and statement of work obligations with quality planning and consistent execution. + Advise customers routinely on Microsoft software programs and related services, identifying opportunities to maximize program utilization and achieve expected business outcomes. + Manage and optimize renewals, upsell and cross-sell opportunities, and introduce services such as digital transformation, cloud migration, and IT asset management. + Coordinate with multiple resources to ensure onboarding and ongoing service engagements are seamless and effortless for customers. + Conduct and participate in meetings with customers and internal teams via MS Teams, WebEx, and in-person as needed to communicate progress, share updates, and plan engagements. + Acquire and maintain accreditations and complete required training to stay current on industry trends, products, and market conditions. + Create, track, and update all activities in SHI’s CRM system to ensure accurate record-keeping and transparency. + Build market awareness of SHI through participation in local and regional industry events, organizations, and affiliations. + Be aware of SHI’s industry competition, effectively position and communicate SHI’s portfolio of products, solutions, and services, and defend SHI’s value to win new business. + Foster successful cross-department relationships and leverage extended SHI support resources to identify new business opportunities and drive customer success. **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** + 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 years of 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) + Experience engaging with both business and IT decision makers in a team-selling environment + Proficient in CRM systems and Microsoft Office tools (Outlook, Word, Excel, PowerPoint, Teams) + Direct customer-facing experience, including managing Microsoft Agreements as an LSP + Travel to customer sites within a dedicated territory + Travel to SHI, Partner, and Customer Events + Currently hold or have the ability to obtain required sales and/or technical certifications within the first 6 months of employment: (Get Licensing Ready – multiple components, Microsoft Certified: Azure Fundamentals, Microsoft 900 365 Fundamentals). The estimated annual pay range for this position is $80,000 - $200,000 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