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