SHI International
PubSec Field Account Manager - Tennessee & Carolinas
SHI International, Antioch, Tennessee, United States, 37013
Job Summary:
We 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 SHIs 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. Weve grown every year since, and today were proud to be a $14 billion global provider of IT solutions and services.Over 17,000 organizations worldwide rely on SHIs concierge approach to help them solve whats next.
But the heartbeat of SHI is our employees all 6,000 of them.
If you join our team, youll 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 stakeholdersDevelop and maintain detailed knowledge of SHIs products, services, and processesManage large transactional opportunities/orders brought to SHI by customer and/or partnersAct as a liaison between Outside Sales, customers, Inside Sales and other SHI internal departmentsCollaborate with SHIs Capture & Contract Management teams to manage complex contract negotiationsCoordinate and participate in marketing activities to named customer baseProvide excellent customer service and support to customers and outside sales teamEngage on large customer deals through deal registration with internal teams, vendors, and track these through our Customer Relationship Management (CRM) toolEstablish vendor and distribution channel partnerships via meetings and phone conversationsEducate sellers, support teams and partners on the parameters of the contract and how to appropriately leverage contract(s) to close businessActively participate in team meetings with managers to review important updates and changesBe proactive with problem resolutionCollaborate and strategize with Account Executive on potential new opportunities based on customers quoting and order historyAccelerate customer contract adoption within assigned territoryAct as point of contact and escalation for contract compliance and support issuesProvide temporary coverage for territories/customers due to Account Executive transition/absence continuing SHIs World Class support throughoutParticipate in knowledge transfer sessions from exiting AE as well as incoming AE to ensure a smooth hand offTravel within your assigned territory as necessary
Qualifications:
Completed Bachelors degreeA minimum of 2 years of experience within the Inside or Outside Sales OrganizationExperience managing account portfoliosKnowledge of servers, storage, networking, virtualization, cybersecurity, and cloud regarding their impact on the business and their interconnectivity within the IT ecosystem preferredMust have experience building and maintaining professional relationships with vendors and partners and other departments within the companyRequired 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 matterAbility to follow up with customers to ensure customer satisfactionExcellent time management skills, attention to detail, organizational skills, and problem-solving capabilitiesProactive and critical thought process in approach to selling to enhance sales experience for clientAbility to work well in a fast paced, team environmentSelf-motivated with ability to work with limited direction and oversightUnique Requirements:
This role is required to travel to assigned territories up to 25%Additional Information:
Equal Employment Opportunity M/F/Disability/Protected Veteran Status
We 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 SHIs 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. Weve grown every year since, and today were proud to be a $14 billion global provider of IT solutions and services.Over 17,000 organizations worldwide rely on SHIs concierge approach to help them solve whats next.
But the heartbeat of SHI is our employees all 6,000 of them.
If you join our team, youll 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 stakeholdersDevelop and maintain detailed knowledge of SHIs products, services, and processesManage large transactional opportunities/orders brought to SHI by customer and/or partnersAct as a liaison between Outside Sales, customers, Inside Sales and other SHI internal departmentsCollaborate with SHIs Capture & Contract Management teams to manage complex contract negotiationsCoordinate and participate in marketing activities to named customer baseProvide excellent customer service and support to customers and outside sales teamEngage on large customer deals through deal registration with internal teams, vendors, and track these through our Customer Relationship Management (CRM) toolEstablish vendor and distribution channel partnerships via meetings and phone conversationsEducate sellers, support teams and partners on the parameters of the contract and how to appropriately leverage contract(s) to close businessActively participate in team meetings with managers to review important updates and changesBe proactive with problem resolutionCollaborate and strategize with Account Executive on potential new opportunities based on customers quoting and order historyAccelerate customer contract adoption within assigned territoryAct as point of contact and escalation for contract compliance and support issuesProvide temporary coverage for territories/customers due to Account Executive transition/absence continuing SHIs World Class support throughoutParticipate in knowledge transfer sessions from exiting AE as well as incoming AE to ensure a smooth hand offTravel within your assigned territory as necessary
Qualifications:
Completed Bachelors degreeA minimum of 2 years of experience within the Inside or Outside Sales OrganizationExperience managing account portfoliosKnowledge of servers, storage, networking, virtualization, cybersecurity, and cloud regarding their impact on the business and their interconnectivity within the IT ecosystem preferredMust have experience building and maintaining professional relationships with vendors and partners and other departments within the companyRequired 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 matterAbility to follow up with customers to ensure customer satisfactionExcellent time management skills, attention to detail, organizational skills, and problem-solving capabilitiesProactive and critical thought process in approach to selling to enhance sales experience for clientAbility to work well in a fast paced, team environmentSelf-motivated with ability to work with limited direction and oversightUnique Requirements:
This role is required to travel to assigned territories up to 25%Additional Information:
Equal Employment Opportunity M/F/Disability/Protected Veteran Status