Services Sales Executive - Google

**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 Services Sales Executive will lead Drive SHI Google professional services opportunities by educating and enabling stakeholders, identifying, and closing opportunities, and delivering projects that meet defined scope, budget, deliverables, client satisfaction, and business objectives. The Google Services Sales Executive will work throughout the funding and project lifecycle, from presales to final delivery, validating each solution is properly scoped, designed, implemented, and tested to provide an excellent value and experience while providing desired business outcomes. This position is a Hybrid or remote position with a Home Office setup as determined by SHI management. **Role Description** * Identify, qualify, and close Google Cloud Professional Services for Data, AI opportunities as well as, Chrome, Gemini, Google Security and Workspace opportunities with customers and internal teams to optimize engagement profitability. * Fo s ter collaboration among s t a s s igned project team member s , other S HI re s ource s , s eller s , and partner s * Propo s e s ervice s olution recommendation s and s erve a s an e s calation point for cu s tomer matter s * Propo s e S HI s ervice s olution s or partner s to deliver the ideal cu s tomer bu s ine s s outcome * Maintain a s trong under s tanding of S HI’ s Google offering s to effectively recommend work s hop s and collaborate acro s s team s , aligning Google s olution s with internal Data/AI capabilitie s and s ubcontracted cyber s ecurity and work s pace s ervice s . * Have a clear under s tanding of S HI’ s partner network and their capabilitie s * Provide excellent value and experience while helping our cu s tomer s deploy and manage their S olution * S erve a s the key point of contact for each owned opportunity * E s tabli s h a rapport and confidence with internal team s , company’ s cu s tomer s , and partner s * Fo s ter and maintain overall accountability for s ucce s s ful engagement delivery * S erve a s the expert in the company’ s value, methodology and proce s s e s * Actively monitor active, pro s pective, and planned project s and en s ure prioritie s are adju s ted, a s needed * S et clear communication s to the cu s tomer a s needed throughout project lifecycle * Review key documentation provided by cu s tomer, tran s late technical and bu s ine s s requirement and propo s e s olution to s olve cu s tomer challenge * Provide frequent project s tatu s report s and monthly foreca s t to S HI Leader s hip * Align with S ale s to identify, qualify and en s ure project s are relevant, accurately e s timated and prioritized during the propo s al pha s e * Re s earch and expand current opportunitie s and identify new opportunitie s * Develop bu s ine s s with exi s ting cu s tomer s and e s tabli s h new cu s tomer s through targeted s ale s technique s s uch a s cold calling, cu s tomer meeting s , partner, and indu s try networking. * Collaborate with S ale s Management to identify, create, develop, and manage opportunitie s in the s ale s pipeline and s ale s management platform to achieve quarterly and annual s ale s target s and goal s . * Develop and maintain s trong, long\-la s ting s trategic and tru s ted advi s or relation s hip s with current and new cu s tomer s and partner contact s . * Under s tand cu s tomer s ’ bu s ine s s objective s , IT prioritie s , and initiative s acro s s variou s s takeholder s , including executive management, technology leader s hip, s trategic s ourcing, a s s et management, and line of bu s ine s s . * Collaborate with pre\- and po s t\- s ale s internal s upport team s and excel in a team s elling environment by coordinating re s ource s . * S tay informed on indu s try trend s , product s , market condition s , and competition to enhance market po s itioning and build market awarene s s through participation in local/regional indu s try event s , organization s , and affiliation s . * Drive the s ale s proce s s by coordinating cu s tomer review s of aging inventory and looking for refre s h opportunitie s u s ing partner program s , promotion s , and pricing to maximize margin. * Coach and train the s ale s team to identify and qualify opportunitie s to achieve partner revenue and GM target attainment. * Provide monthly reporting, analy s i s of bu s ine s s re s ult s , and joint pipeline to bu s ine s s leader s within the territory, en s uring alignment with partner s ale s goal s and executing s ale s growth plan s proactively. **Behaviors and Competencies** * Business Development: Can proactively seek out new markets, initiate strategic partnerships, and contribute to the development of innovative business strategies. * 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. * Customer\-Centric Mindset: Can proactively engage with customers to understand their needs and expectations. Develops and implements strategies to enhance customer satisfaction and loyalty. * Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others. * Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion. * Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution. * Analytical Thinking: Can synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably. * Adaptability: Can proactively adapt to challenging situations, anticipate changes, and make modifications to meet the demands of changing circumstances. * Resilience: Can proactively anticipate potential obstacles, develop contingency plans, and adapt strategies to overcome them. **Skill Level Requirements** * Proven s ucce s s s elling or partnering with Google Cloud (GCP), Chrome/Work s pace, or other hyper s caler s * Experience with partner’ s Global, Enterpri s e, or Commercial S egment( s ), including familiarity with partner' s portal s , tool s , program s , proce s s e s , and di s tribution tran s action s . \- Intermediate * Ability to create and manage relation s hip s with external partner s , executive\-level s takeholder s , and within a s ale s organization. \- Intermediate * Proficient in building and executing cro s s \-functional plan s to achieve objective s ; able to analyze bu s ine s s re s ult s to develop action plan s . \- Intermediate * Creative and s trategic thinking with excellent deci s ion\-making s kill s ; capable of managing regional bu s ine s s independently from Management. \- Intermediate * Excellent time management along with planning and organizational s kill s ; s elf\-motivated with the ability to work autonomou s ly. \- Intermediate * Ability to communicate, pre s ent, and influence all level s of a cu s tomer and/or partner organization for building relation s hip s and driving s ale s growth; s killed in pro s pecting, negotiating, and clo s ing deal s . \- Intermediate * Ability to effectively po s ition again s t competition and clearly articulate value. \- Intermediate * Ability to s elf\- s tudy and engage in independent work to increa s e job\-related knowledge and s kill s ; s elf\-motivated with the ability to work with limited direction and over s ight. \- Intermediate * Ability to be approachable, maintain compo s ure, and po s s e s s a profe s s ional attitude. \- Intermediate **Preferred Qualification** **s** **/** **S** **kill** **s** **:** * Direct out s ide s ale s experience with large enterpri s e client s \- Intermediate * Previou s training and/or experience in s olution s elling \- Intermediate * Experience s elling and managing complex IT s olution s \- Intermediate * Multiple major technology s ale s certification s \- Intermediate * Working knowledge of Program s and technology from indu s try\-leading OEM s s uch a s Google \- Intermediate **Other Requirements** * Bachelor’ s Degree or equivalent relevant work experience required. * 3\-5 year s of s ucce s s ful IT s ale s experience, including direct out s ide s ale s with large enterpri s e client s . * 3\-5 year s of experience s elling enterpri s e s olution s and working with partner s /the IT Channel * Minimum 2 year s of experience in s ucce s s ful con s ultative s elling and account development * Minimum 50% time out s ide of an office s etting meeting with exi s ting and potential cu s tomer s and 10% attending company event s * Travel to cu s tomer s ite s within dedicated territory * Travel to S HI, Partner, and Cu s tomer Event s The estimated annual pay range for this position is $160,000 \- $250,000 which includes a base, 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