PubSec Client Executive

SHI International Corp. is a $16 billion global provider of IT solutions and services. The PubSec Client Executive is responsible for driving revenue and profit growth by developing new business, expanding existing accounts, and delivering a best-in-class client experience across the full sales cycle. Responsibilities - Generate new opportunities through cold calling, targeted outreach, email campaigns, networking, and social prospecting - Build and execute a prospecting plan to identify, qualify, and engage high-potential accounts and contacts - Develop and manage a healthy pipeline to consistently meet or exceed monthly, quarterly, and annual targets - Own and grow a book of business by strengthening relationships with decision-makers and influencers - Conduct discovery to understand the customer’s business objectives, IT priorities, pain points, and initiatives - Provide recommendations that help customers achieve outcomes, increase adoption, and modernize their IT environments - Position and clearly communicate a comprehensive portfolio of products, solutions, and services tailored to client needs - Translate technical concepts into business value and outcomes for varied audiences - Maintain awareness of competitive landscape and effectively defend value in competitive situations - Lead opportunities end-to-end: discovery → solution alignment → pricing strategy → proposals → negotiation → close - Prepare quotes and facilitate order placement, ensuring accuracy, timeliness, and an excellent customer experience - Manage projects through the entire sales cycle, coordinating stakeholders and timelines - Collaborate and co-sell with internal resources (specialists, solution architects, services teams, leadership) to deliver the best solution - Build proactive partnerships with external partners (OEMs, service providers, distributors) to drive joint outcomes - Proactively schedule and facilitate customer meetings that advance opportunities and expand relationships - Build market visibility through participation in regional events, associations, and partner/customer activities - Stay current on industry trends, product updates, and market conditions to bring insight-led conversations to clients - Pursue relevant sales and/or technical learning to strengthen credibility and execution Skills - Completed Bachelor's degree or equivalent relevant work experience - 1+ year of successful sales experience in a comparable role (technology/solutions sales preferred) - Comfort operating in a team-selling environment with internal specialists and partner ecosystems - The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently – 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 - Proficiency in generating new business opportunities through cold calling and strategic outreach to drive pipeline growth and revenue – Intermediate - Proficiency in growing and retaining existing customer relationships through proactive engagement and account management – Intermediate - Proficiency in consultative discovery techniques to identify customer needs and align appropriate solutions – Intermediate - Proficiency in managing the full sales cycle, including pipeline management, forecasting, and close planning – Intermediate - Proficiency in quoting, proposal development, and order execution to ensure accurate and timely deal completion – Intermediate - Proficiency in coordinating projects across internal teams and external partners to support successful customer outcomes – Intermediate - Familiarity with CRM workflows and adherence to structured sales processes to ensure consistency and sales rigor – Intermediate - Expected travel: 10% (varies by territory and account coverage), including: customer site meetings within assigned territory and partner, customer, and company events Benefits - Medical - Vision - Dental - 401K - Flexible spending Company Overview - Think of SHI as your personal technology concierge. It was founded in 1989, and is headquartered in Somerset, New Jersey, USA, with a workforce of 5001-10000 employees. Its website is http://www.shi.com.