SHI International Corp.

Title: Enterprise Account Executive Location: Philadelphia US - PA - Home time type: Full time job requisition id: JR3225 Job Description: 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. The Enterprise Account Executive 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 position is required to reside in the Philadelphia area to support business needs 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 relationships with existing customers and establish new ones through targeted sales techniques, including cold calling, meetings, and networking. - Identify and create opportunities in the sales pipeline to achieve sales targets, develop business with existing customers, and establish new customers using targeted sales techniques. - Collaborate with sales management to identify and 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 and maintain joint selling initiatives. - Understand customer’s business objectives, 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 properly showcase our offerings and defend SHI’s value to win new business. - Foster successful cross-department relationships and engage with extended SHI support teams for identifying new business opportunities and leveraging support 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 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 3-5 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 first 90 days of employment The base salary range for this position is $100,000. The estimated on-target earnings, or OTE, which includes a base salary and commissions, are $120,000 - $250,000. 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

Plan and execute events by collaborating with partners, managing logistics, and negotiating contracts. Monitor event performance, develop virtual strategies, and provide customer support to enhance engagement and achieve marketing objectives.

Role Description - Develop and implement strategic service delivery plans to enhance customer satisfaction and drive business growth. - Lead and manage the services team, fostering a culture of excellence, collaboration, and continuous improvement. - Oversee resource allocation and operational budgeting, ensuring optimal utilization of resources to achieve service delivery goals. - Monitor and evaluate service delivery performance through data-driven metrics and analytics to drive improvements and ensure alignment with strategic objectives. - Collaborate with cross-functional teams to integrate service delivery into business processes, enhancing operational efficiency and effectiveness. - Build and maintain relationships with key stakeholders, including clients, partners, and vendors, to support service delivery initiatives and drive organizational success. - Ensure compliance with service delivery policies, procedures, and standards, safeguarding the organization’s reputation and integrity. - Identify and mitigate service delivery risks through comprehensive risk management strategies and contingency planning. - Drive innovation in service delivery practices, leveraging technology and best practices to enhance efficiency and performance. - Act as the expert for Advanced AI solutions, staying on the cutting-edge of the industry and advancing the use of AI primarily in the form of new solution development across practice areas including FinOps, procurement, ITAM, amongst others. - Serve as the lead technical advisor to our internal use of AI within the SOS team, helping our services leverage AI in our day-to-day delivery in order to drive higher levels of productivity and efficiency. Qualifications - Proficient in continuous learning within AI and FinOps to see where the market is going 2-3 years before the trend goes mainstream. - Expert proficiency in building and maintaining relationships with internal and external stakeholders to drive strategic initiatives and organizational success. - Expert understanding of Information Technology products and solutions to effectively evaluate, implement, and support technological initiatives within an organization. - Expertise in designing, implementing, and managing cloud-based solutions to optimize performance, scalability, and cost-efficiency. - Ability to cultivate and maintain effective relationships with business partners, ensuring collaborative success and strategic alignment. - Understanding of IT industry trends and dynamics, ensuring continuous learning and staying ahead of market shifts. - Experience with change management and change consulting, crucial for driving innovation and continuous improvement within the organization. Requirements - Completed Bachelor's Degree in Sales, Information Technology, or a related field, or relevant work experience required. - 10-20 years of experience in Sales, Information Technology, or a relevant functional area. - 7+ years of experience in a management position required. - Ability to travel to SHI, Partner, and Customer Events. Benefits - Estimated annual pay range for this position is $250,000 - $290,000, which includes a base salary and bonus. - Compensation is dependent on job-related knowledge, skills, experience, and market location. - Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending. Company Description 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. - 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.

• Master SHI’s value proposition to consistently exceed revenue and profit goals, and develop penetrating sales strategies and pricing proposals. • Cultivate relationships with existing customers and establish new ones through targeted sales techniques, including cold calling, meetings, and networking. • Identify and create opportunities in the sales pipeline to achieve sales targets, develop business with existing customers, and establish new customers using targeted sales techniques. • Collaborate with sales management to identify and 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 and maintain joint selling initiatives. • Understand customer’s business objectives, 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 properly showcase our offerings and defend SHI’s value to win new business. • Foster successful cross-department relationships and engage with extended SHI support teams for identifying new business opportunities and leveraging support 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.

Role Description The Public Sector Sales Internship is a structured, hands-on program designed to accelerate territory readiness while developing future sales talent. Unlike observation-based internships, this role provides real-world experience across the sales lifecycle—from account research and CRM execution to pipeline exposure and outbound enablement. The intern will directly support a Public Sector territory (State & Local Government, Higher Education, or K-12), contributing tangible sales assets and gaining exposure to live selling motions through coaching, working sessions, and call shadowing. This role is remote and part-time, aligned to business hours within the assigned territory, and reports to a Sales Manager or Public Sector Sales Leader. Key Objectives - Build practical, real-world skills in Public Sector sales execution - Support territory build-out through research, data quality, and prioritization - Deliver seller-ready outputs that improve sales efficiency and pipeline visibility - Progress from foundational work to direct support of outbound sales efforts Core Responsibilities - Account & CRM Management - Validate and maintain accurate account and contact data in CRM - Standardize records and ensure alignment with data quality expectations - Document account insights and research notes to support sales planning - Agency & Account Research - Develop detailed agency and account profiles, including organizational structure, leadership, decision-makers, and technology landscape and priorities - Leverage tools such as LinkedIn, public directories, Microsoft Copilot, other AI tools, and internal resources - Territory Intelligence & Prioritization - Build and maintain territory heat maps to identify high-priority accounts - Analyze account data to highlight alignment with key solutions - Partner with sales teams to validate assumptions and refine priorities - Pipeline & Opportunity Support - Review quotes, orders, and opportunity signals within CRM - Identify potential follow-ups, expansion opportunities, and pipeline indicators - Prepare summaries and insights for seller review - Outbound Enablement & Sales Support - Support campaign execution - Develop call lists and account-specific research briefs - Prepare sellers for outreach with actionable, relevant insights - Participate in live call shadowing and internal sales reviews - Progress to making outbound calls to prospects - Reporting & Communication - Deliver a weekly progress report outlining completed work, key learnings, identified blockers, and upcoming priorities - Participate in recurring working sessions for coaching and prioritization Tools & Systems Used - CRM platform (account management, pipeline visibility) - Microsoft Copilot (research and content development) - Microsoft Excel / Lists (heat maps, trackers, planning) - Microsoft Teams & Outlook (collaboration, meetings, shadowing) - LinkedIn and Public Sector directories Internship Outcomes & Impact - Delivered seller-ready account profiles and territory intelligence - Contributed to CRM data quality and pipeline visibility - Supported outbound campaigns and sales execution - Gained practical experience across the sales lifecycle What You Will Gain - End-to-end exposure to Public Sector sales motions - Hands-on experience with real accounts, data, and pipeline activity - Practical understanding of territory planning and account prioritization - Experience supporting live sales campaigns and outbound efforts - Direct coaching and mentorship from sales leaders Qualifications - Strong analytical and research skills - Strong organizational and time management abilities - Ability to work independently while participating in structured team collaboration - Strong written and verbal communication skills - Ability to analyze data and identify trends or opportunities - Interest in sales, account management, and Public Sector markets Requirements - Currently enrolled as a junior or senior in good academic standing working towards a bachelor’s degree (Business, Marketing, Sales, Communications, or related field preferred) - Proficiency in Microsoft Office applications, including Excel, Outlook, and Teams - Availability to work part-time hours aligned to the assigned territory Benefits - The pay range for this position is $18.00 per hour. Equal Employment Opportunity M/F/Disability/Protected Veteran Status

Role Description - Lead the strategic planning and execution of technology initiatives to support the organization's goals. - Oversee the management of the IT infrastructure, ensuring optimal performance, security, and availability. - Drive innovation in technology solutions to enhance service delivery and operational efficiency. - Collaborate with cross-functional teams to integrate technology solutions with business processes. - Manage the technology budget and ensure cost-effective resource allocation. - Develop and implement technology policies, standards, and procedures to ensure compliance and data security. - Mentor and develop the technology team, fostering a culture of continuous learning and improvement. - Ensure the successful deployment and maintenance of technology systems and applications. - Analyze and assess emerging technologies and trends to inform strategic planning. - Establish and maintain relationships with technology vendors and partners to ensure service quality and value. Qualifications - Expertise in leveraging cloud-based platforms and services to build, deploy, and manage applications and data on the internet. - Ability to maintain, manage, and optimize a variety of data communication networks and systems to ensure seamless connectivity and performance. - Proficiency in working with and understanding security solutions from leading vendors such as Okta, Crowdstrike, Palo Alto, Proofpoint, CyberArk, SailPoint, Fastly, FireEye, and Fortinet. - Ability to define, design, build, and maintain robust systems and solutions by leveraging systems and infrastructure effectively. - Ability to oversee and direct projects to completion, ensuring goals are met, resources are utilized efficiently, and stakeholders are satisfied. - Ability to examine, clean, transform, and model data to discover useful information, draw conclusions, and support decision-making. Requirements - Completed Bachelor's Degree or relevant work experience required. - 3+ years of experience working in a Tier 2 or 3 IT support environment. - 1+ years of management experience preferred. - Ability to travel 20%. Benefits - 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.

• Lead the development of SOWs, working closely with various teams to ensure alignment with client needs and business objectives. • Drive revenue growth within the professional services team by identifying new opportunities and optimizing service offerings. • Collaborate with SHI Stakeholder partner teams to create synergistic service solutions. • Engage with SHI sales teams to ensure a unified approach to service delivery and client engagement. • Contribute to practice development by identifying areas for growth and leading innovation initiatives. • Build and maintain strong relationships with key clients and partners. • Demonstrate deep expertise in Service Delivery and provide thought leadership to clients.

Role Description - Drive retention and growth by identifying customers’ pain points and developing end-to-end solutions. - Maintain regular communication with customers to align forecasts with sales and supply chain management. - Host Quarterly Business Review and status meetings on a regular cadence. - Engage Account Executives and other resources to demonstrate capabilities and address customer needs. - Regularly review and improve processes to accelerate technology deployment and utilization. - Participate in business unit-specific major initiative campaigns. - Prepare and deliver management reports according to customer requirements. - Create, track, and update activities in the CRM system. - Act as a central point of contact between customers, outside sales, and internal departments. - Provide excellent customer service and support, including creating pricing quotes and managing renewals. Qualifications - Ability to develop detailed Statements of Work (SOWs) and drive revenue growth through professional services engagements - Intermediate - The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently - Intermediate - Proficiency in overseeing and coordinating multiple related projects, ensuring they align with organizational goals and deliver intended benefits on time and within budget - Intermediate - Proficiency in utilizing Customer Relationship Management (CRM) software to manage and analyze customer interactions and data throughout the customer lifecycle, improving customer service, retention, and sales growth - Intermediate - Ability to excel in a team selling environment - Intermediate - Proficiency in selling information technology products and services on a global scale, including understanding diverse market dynamics, managing international client relationships, and navigating complex sales processes across different regions - Intermediate Requirements - Completed Bachelor’s Degree or relevant work experience required - 2-4 years of experience working in outside sales, inside sales management, or pre-sales supporting large organizations - Ability to travel to SHI, Partner, and Customer Events - Advanced sales EOM sales certification preferred (i.e. Microsoft, Dell, HP, Cisco, AWS, Lenovo, etc.) - 2-4 years of experience in a Customer Success role preferred Benefits - The estimated annual pay range for this position is $90,000 - $130,000 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. Company Description 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. - 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.

Role Description The Vice President, Sales – High Tech & Manufacturing is responsible for defining and executing innovative, technology-driven sales strategies to accelerate revenue growth across complex, rapidly evolving markets. This executive leader drives a data-informed, customer-centric go-to-market approach, leveraging deep expertise in enterprise technology solutions (e.g., cloud, cybersecurity, AI/ML, infrastructure, SaaS). The role leads and scales a high-performing sales organization focused on consultative, solution-based selling while building strong partnerships across product, marketing, and customer success. The VP will harness AI analytics, CRM insights, and market intelligence to optimize performance, strengthen pipeline health, and enhance customer retention within a competitive high-tech landscape. This executive leader owns a significant customer portfolio with high-value enterprise accounts and aggressive revenue/margin growth quotas, requiring a strong track record of consistently exceeding targets. Responsibilities - Strategic Leadership & Execution: - Develop and execute forward-looking, high-tech sales strategies aligned with emerging technologies, digital transformation trends, and market demand. - Drive revenue and margin growth across key technology segments including cloud, data, AI, cybersecurity, networking, and IT infrastructure solutions. - Establish scalable go-to-market models (direct, channel, ecosystem partnerships) to expand market share, specifically in networking and storage. - Sales Organization Leadership: - Build, lead, and inspire a high-performing, technically proficient sales organization specializing in complex solution selling. - Embed a data-driven sales culture leveraging CRM, AI-based forecasting, and performance analytics. - Develop leadership bench strength through coaching, mentoring, and succession planning. - Customer & Partner Engagement: - Cultivate executive-level relationships with high-tech clients, including CIOs, CTOs, and procurement leaders. - Expand strategic alliances with technology partners, hyperscalers, and solution providers. - Position the organization as a trusted advisor in digital transformation initiatives. - Performance Optimization & Analytics: - Monitor and optimize key performance indicators (pipeline velocity, conversion rates, deal size, ARR growth, seller quota attainment). - Utilize advanced analytics and sales enablement platforms to drive forecasting accuracy and decision-making. - Identify growth opportunities through market intelligence, competitive analysis, and customer insights. - Cross-Functional Collaboration: - Partner with Product Management to align offerings with innovation pipelines and customer needs. - Collaborate with Marketing on demand generation, account-based marketing (ABM), and digital campaigns. - Work with Customer Success to ensure adoption, expansion, and retention in subscription-based models. - Operational Excellence: - Manage sales budgets, quota planning, and territory design to maximize ROI. - Ensure compliance with industry regulations, contract governance, and ethical sales practices. - Optimize sales processes through automation, digital tools, and continuous improvement frameworks. - Market Representation: - Represent the company at industry events, technology conferences, and executive forums. - Act as a thought leader in high-tech sales, digital transformation, and customer engagement. Qualifications - Deep understanding of enterprise IT ecosystems, cloud platforms, SaaS models, and emerging technologies. - Drives transformation and navigates market disruption with agility and vision. - Champions value-based, outcome-driven sales approaches in complex environments. - Leverages analytics and sales technologies to guide strategy and execution. - Influences at the C-suite level with clarity, credibility, and impact. - Embeds customer success into all sales strategies to drive lifetime value. - Anticipates market trends and rapidly adjusts strategies in a fast-paced tech landscape. - Leads high-value, multi-year, and enterprise-level negotiations. Requirements - Bachelor’s Degree in Business, Technology, or related field (required). - MBA or advanced degree preferred. - 10+ years of progressive sales leadership experience in high-tech, IT services, or SaaS environments. - 7+ years in senior sales leadership roles with direct team management. - Proven track record of exceeding revenue targets in complex technology markets. - Ability to travel up to 50% for client, partner, and industry engagements. Benefits - Medical, vision, dental, 401K, and flexible spending.

• Collaborate with account teams to evaluate and understand customer data center environments and infrastructure technologies. • Design and propose tailored infrastructure solutions that align with customers' business objectives. • Build and maintain technical relationships with OEMs and strategic partners, and stay updated on the latest product information. • Provide product training and technical education to the sales team and customers. • Act as a trusted IT advisor for customers, partnering with Field Account Executives. • Manage the solution practice pipeline by developing strategies for top prospects and acquiring new business. • Identify and uncover technology opportunities within Data Center, Cloud, Network, Security, Collaboration, and Services spaces.