SHI International
PubSec Microsoft Account Executive - Federal
SHI International, Trenton, New Jersey, United States,
Job SummaryThis role is designed to ensure our customers receive the highest level of service and compelling value for their Microsoft environment on a daily basis. The PubSec Microsoft Account Executive will be front and center empowering customers to maximize their IT investments and more importantly achieve their goals and key initiatives with accelerated adoption. This role includes onboarding, retaining, and leveraging Microsoft agreements to drive additional product sales and services opportunities. This is an overlay position that will partner Account Executives, Licensing Executives, Customer Account Managers, Client Success Managers and other solution or product resources.The PubSec Microsoft Account Executive is a remote office role; however, it is a high preference that the candidate be located in the Washington D.C. territory, as they will be required to frequently visit customers. The employee may also be required to report to SHI Headquarters in Somerset, NJ occasionally for business needs as determined by SHI management.Responsibilities
Include but are not limited to:Collaborate with Sales team to capture new customer LOGOs or to acquire existing customers' Microsoft footprint not currently under company ownershipCoordinate with multiple resources to ensure customer onboarding of Microsoft agreements to the company is seamless and effortless on the customers’ partEnsure customer retention by providing set deliverables as defined in the customer contract/agreement throughout the life of an agreementAdvise customers on a routine basis about Microsoft software programs or other related servicesIdentify services that ensure the customer will realize expected business outcomesFulfill Support contract and statement of work (SOW) obligations with quality planning and consistent delivery within the customers' environmentCapitalize on customers' contracts by collaborating with the SHI Account Executive for pivots off the install base to identify other Microsoft and non-Microsoft opportunitiesPartner with customer, the Microsoft Account Team and SHI Account Team to prioritize and plan customer engagements that enhance Microsoft and Non-MS program utilizationCollaborate with internal support teams to manage ongoing services, one-time engagements and other contractual requirementsManage and optimize renewals, upsells opportunities, cross sells or encapsulating services like digital transformation, Cloud Migration, ITAMConduct meetings through MS Teams and/or WebEx to communicate with customers and internal teams and on occasion in personAcquire accreditations and meet other training requirements throughout the lifetime of the roleCreate, Track and Update all activities in SHI’s CRM systemQualifications
Minimum 3 years’ experience working with/managing projects involving Software Licensing Agreements, Software Renewals and Maintenance Management preferably Microsoft specific4+ years of experience in consultative selling with proven customer success results2+ years sales experience with Federal CustomersOutside sales experience is preferredDocumented history of new business developmentSome level of technical understanding of Microsoft Teams, and/or Microsoft 365 and cloud options (Azure, AWS GCP)Willingness and desire to engage with both Business Decision Makers and IT Decision MakersProficient in CRMProficiency in MS office tools – Outlook, Word, Excel, PowerPoint, TeamsExperience working in a Team Selling environmentExperience working directly with the customerExperience managing Microsoft Agreements as an LSPRequired Skills
Ability to build strong customer relationships that ensures account retention and customer loyaltyStrong verbal and written communication skillsCapacity to be a subject matter expert in multiple families of solutionsAbility to recommend services that complement and/or round out proposed solutionsAbility to oversee solution implementations, managed services and mitigate any challenges or escalations to ensure successExcellent organizational and self-management skillsResults-oriented and drivenAbility to articulate licensing information, renewal programs, true up process and top-level service/solution discussionsAbility to work effectively within all levels of an organization, both internally and externallyCapacity to be a Team player as an overlayExemplary time management, planning, and organization skillsEffective written, verbal, and presentation communication abilitiesCertifications Required
Required within 6 months of Hire include but are not limited to:Get Licensing Ready – multiple componentsMicrosoft Certified: Azure FundamentalsMicrosoft 900 365 FundamentalsUnique Requirements
Position requires 25-50% travel to see customersExtended hours are required to complete some special projects25% additional travel for company meetingsAdditional Information
The estimated annual pay range for this position is $80,000 - $200,000 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.Equal Employment Opportunity – M/F/Disability/Protected Veteran Status.
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Include but are not limited to:Collaborate with Sales team to capture new customer LOGOs or to acquire existing customers' Microsoft footprint not currently under company ownershipCoordinate with multiple resources to ensure customer onboarding of Microsoft agreements to the company is seamless and effortless on the customers’ partEnsure customer retention by providing set deliverables as defined in the customer contract/agreement throughout the life of an agreementAdvise customers on a routine basis about Microsoft software programs or other related servicesIdentify services that ensure the customer will realize expected business outcomesFulfill Support contract and statement of work (SOW) obligations with quality planning and consistent delivery within the customers' environmentCapitalize on customers' contracts by collaborating with the SHI Account Executive for pivots off the install base to identify other Microsoft and non-Microsoft opportunitiesPartner with customer, the Microsoft Account Team and SHI Account Team to prioritize and plan customer engagements that enhance Microsoft and Non-MS program utilizationCollaborate with internal support teams to manage ongoing services, one-time engagements and other contractual requirementsManage and optimize renewals, upsells opportunities, cross sells or encapsulating services like digital transformation, Cloud Migration, ITAMConduct meetings through MS Teams and/or WebEx to communicate with customers and internal teams and on occasion in personAcquire accreditations and meet other training requirements throughout the lifetime of the roleCreate, Track and Update all activities in SHI’s CRM systemQualifications
Minimum 3 years’ experience working with/managing projects involving Software Licensing Agreements, Software Renewals and Maintenance Management preferably Microsoft specific4+ years of experience in consultative selling with proven customer success results2+ years sales experience with Federal CustomersOutside sales experience is preferredDocumented history of new business developmentSome level of technical understanding of Microsoft Teams, and/or Microsoft 365 and cloud options (Azure, AWS GCP)Willingness and desire to engage with both Business Decision Makers and IT Decision MakersProficient in CRMProficiency in MS office tools – Outlook, Word, Excel, PowerPoint, TeamsExperience working in a Team Selling environmentExperience working directly with the customerExperience managing Microsoft Agreements as an LSPRequired Skills
Ability to build strong customer relationships that ensures account retention and customer loyaltyStrong verbal and written communication skillsCapacity to be a subject matter expert in multiple families of solutionsAbility to recommend services that complement and/or round out proposed solutionsAbility to oversee solution implementations, managed services and mitigate any challenges or escalations to ensure successExcellent organizational and self-management skillsResults-oriented and drivenAbility to articulate licensing information, renewal programs, true up process and top-level service/solution discussionsAbility to work effectively within all levels of an organization, both internally and externallyCapacity to be a Team player as an overlayExemplary time management, planning, and organization skillsEffective written, verbal, and presentation communication abilitiesCertifications Required
Required within 6 months of Hire include but are not limited to:Get Licensing Ready – multiple componentsMicrosoft Certified: Azure FundamentalsMicrosoft 900 365 FundamentalsUnique Requirements
Position requires 25-50% travel to see customersExtended hours are required to complete some special projects25% additional travel for company meetingsAdditional Information
The estimated annual pay range for this position is $80,000 - $200,000 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.Equal Employment Opportunity – M/F/Disability/Protected Veteran Status.
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