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Job Summary

We are looking for a passionate and experienced Sr. Field Account Manager to be responsible for engaging with key customers by building and preserving trusted relationships. The Sr. Account Manager will be the primary point of contact between the customer(s) contract stakeholders and SHI. This person will collaborate with the Account Executive team to optimize the opportunity presented by our contract vehicles with the customer(s).

The Sr. Field Account Manager will focus on efficiently managing transactional business, extending our partner network, being the subject matter expert on terms and conditions of the contract, and coordinate with partners and internal teams to deliver on client expectations. In addition, the right candidate will have a thorough knowledge of SHI’s business and offerings, participate in implementing strategic plans to grow the account, and help to identify potential new opportunities.

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 $14 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.

Responsibilities

Include, but not limited to:

• Conduct regular meetings with customer(s) contract stakeholders

• Develop and maintain detailed knowledge of SHI’s products, services, and processes

• Manage large transactional orders brought to SHI by customer and/or partners

• Act as a liaison between Outside Sales, customers, and SHI’s internal departments

• Collaborate with SHI’s Capture & Contract Management teams to manage complex contract negotiations

• Coordinate and participate in marketing activities to named customer base

• Provide excellent customer service and support to customers and outside sales team

• Engage on large customer deals through deal registration with internal teams, vendors, and track these through our Customer Relationship Management (CRM) tool

• Establish vendor and distribution channel partnerships via meetings and phone conversations

• Educate sellers, support teams and partners on the parameters of the contract and how to appropriately leverage contract(s) to close business

• Actively participate in team meetings with managers to review important updates and changes

• Be proactive with problem resolution

• Collaborate and strategize with Account Executive on potential new opportunities based on customer’s quoting and order history

• Accelerate customer contract adoption within assigned territory

• Act as point of contact and escalation for contract compliance and support issues

• Travel within your assigned territory as necessary

• Provide temporary coverage for territories/customers due to Account Executive transition/absence continuing SHI’s World Class support throughout

• Participate in knowledge transfer sessions from exiting AE as well as incoming AE to ensure a smooth hand off

Qualifications

• Completed Bachelor’s degree

• A minimum of 10 years of experience within the Inside Sales Organization and/or HWAS or ESG departments

• Advanced knowledge of servers, storage, networking, virtualization, cybersecurity, and cloud regarding their impact on the business and their interconnectivity within the IT ecosystem

• Expertise in mainstream technologies to include, but not limited to: Dell/EMC, NetApp, HPE, Cisco, Palo Alto, Pure Storage, Azure and AWS

• Must have experience building and maintaining professional relationships with vendors and partners and other departments within the company

Required Skills

• Experience managing large account portfolios.

• Strong customer service and project management skills.

• Excellent communication, interpersonal, and negotiation skills.

• Proficiency in Microsoft Office and CRM software.

• Highly organized and solution oriented.

• Detail-oriented and able to prioritize.

• Self-starter and able to work efficiently under pressure.

• Strong written and verbal communication skills with the ability to communicate complex subject matter

• Ability to follow up with customers to ensure customer satisfaction

• Excellent time management skills, attention to detail, organizational skills, and problem-solving capabilities

• Proactive and critical thought process in approach to selling to enhance sales experience for client

• Ability to work well in a fast paced, team environment

• Self-motivated with ability to work with limited direction and oversight

Unique Requirements

• This role is required to travel to assigned territories up to 25%

Additional Information

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

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Job Locations US-CA-Los Angeles | US-CA-San Francisco | US-CA-San Diego

Requisition ID 2024-17545

Compensation Structure Base Plus Commission

Category Inside/Outside Sales