[Hiring] Field Account Manager @SHI International Corp.

Role Description

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.

• 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
• Coordinate and deliver regular Customer Business Reviews with Tier 1 customers
• Travel within your assigned territory as necessary

Qualifications

• Ability to develop detailed Statements of Work (SOWs) and drive revenue growth through professional services engagements - Intermediate
• The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently - Intermediate
• Proficiency in overseeing and coordinating multiple related projects, ensuring they align with organizational goals and deliver intended benefits on time and within budget - 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
• Ability to excel in a team selling environment - Intermediate
• Proficiency in selling information technology products and services on a global scale, including understanding diverse market dynamics, managing international client relationships, and navigating complex sales processes across different regions - Intermediate

Requirements

• Completed Bachelor’s Degree or relevant work experience required
• 2-4 years of experience working in outside sales, inside sales management, or pre-sales supporting large organizations
• Ability to travel to SHI, Partner, and Customer Events
• Advanced sales EOM sales certification preferred (i.e. Microsoft, Dell, HP, Cisco, AWS, Lenovo, etc.)
• 2-4 years of experience in a Customer Success role preferred

Benefits

• Medical, vision, dental
• 401K
• Flexible spending

Company Description

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.
• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
• Continuous professional growth and leadership opportunities.
• World-class facilities and the technology you need to thrive – in our offices or yours.