SHI International
PubSec Field Account Manager - Tennessee & Carolinas
SHI International, Columbia, South Carolina, us, 29228
Job SummaryWe are looking for a passionate and experienced Field Account Manager to be responsible for engaging with key customers in this Public Sector Field sales overlay position by building and preserving trusted relationships. The Field 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 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(s), and coordinate with partners and internal teams to deliver on client expectations.
The Field Account Manager will also serve as a point of contact for Accounts that need temporary coverage due to an Account Executive transition or absence. 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.
This position will report to the Vice President of the Public Sector Field role within the Public Sector Sales department.
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.
ResponsibilitiesInclude, 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 opportunities/orders brought to SHI by customer and/or partners
Act as a liaison between Outside Sales, customers, Inside Sales and other SHI 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
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
Travel within your assigned territory as necessary
Qualifications
Completed Bachelor’s degree
A minimum of 2 years of experience within the Inside or Outside Sales Organization
Experience managing account portfolios
Knowledge of servers, storage, networking, virtualization, cybersecurity, and cloud regarding their impact on the business and their interconnectivity within the IT ecosystem preferred
Must have experience building and maintaining professional relationships with vendors and partners and other departments within the company
Required Skills
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
This person will collaborate with the Account Executive team to optimize the opportunity presented by our contract vehicles with the customer(s).
The 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(s), and coordinate with partners and internal teams to deliver on client expectations.
The Field Account Manager will also serve as a point of contact for Accounts that need temporary coverage due to an Account Executive transition or absence. 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.
This position will report to the Vice President of the Public Sector Field role within the Public Sector Sales department.
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.
ResponsibilitiesInclude, 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 opportunities/orders brought to SHI by customer and/or partners
Act as a liaison between Outside Sales, customers, Inside Sales and other SHI 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
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
Travel within your assigned territory as necessary
Qualifications
Completed Bachelor’s degree
A minimum of 2 years of experience within the Inside or Outside Sales Organization
Experience managing account portfolios
Knowledge of servers, storage, networking, virtualization, cybersecurity, and cloud regarding their impact on the business and their interconnectivity within the IT ecosystem preferred
Must have experience building and maintaining professional relationships with vendors and partners and other departments within the company
Required Skills
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