Services Sales Executive - Google

Services Sales Executive

The Services Sales Executive will lead Drive SHI Google professional services opportunities by educating and enabling stakeholders, identifying, and closing opportunities, and delivering projects that meet defined scope, budget, deliverables, client satisfaction, and business objectives. The Google Services Sales Executive will work throughout the funding and project lifecycle, from presales to final delivery, validating each solution is properly scoped, designed, implemented, and tested to provide an excellent value and experience while providing desired business outcomes.

This position is a Hybrid or remote position with a Home Office setup as determined by SHI management.

The role involves:

• Identifying, qualifying, and closing Google Cloud Professional Services for Data, AI opportunities as well as, Chrome, Gemini, Google Security and Workspace opportunities with customers and internal teams to optimize engagement profitability.
• Fostering collaboration amongst assigned project team members, other SHI resources, sellers, and partners.
• Proposing service solution recommendations and serving as an escalation point for customer matters.
• Proposing SHI service solutions or partners to deliver the ideal customer business outcome.
• Maintaining a strong understanding of SHI's Google offerings to effectively recommend workshops and collaborate across teams, aligning Google solutions with internal Data/AI capabilities and subcontracted cybersecurity and workspace services.
• Having a clear understanding of SHI's partner network and their capabilities.
• Providing excellent value and experience while helping our customers deploy and manage their Solution.
• Serving as the key point of contact for each owned opportunity.
• Establishing a rapport and confidence with internal teams, company's customers, and partners.
• Fostering and maintaining overall accountability for successful engagement delivery.
• Serving as the expert in the company's value, methodology, and processes.
• Actively monitoring active, prospective, and planned projects and ensuring priorities are adjusted, as needed.
• Setting clear communications to the customer as needed throughout project lifecycle.
• Reviewing key documentation provided by customer, translating technical and business requirement and proposing solution to solve customer challenge.
• Providing frequent project status reports and monthly forecast to SHI Leadership.
• Aligning with Sales to identify, qualify, and ensure projects are relevant, accurately estimated, and prioritized during the proposal phase.
• Researching and expanding current opportunities and identifying new opportunities.
• Developing business with existing customers and establishing new customers through targeted sales techniques such as cold calling, customer meetings, partner, and industry networking.
• Collaborating with Sales Management to identify, create, develop, and manage opportunities in the sales pipeline and sales management platform to achieve quarterly and annual sales targets and goals.
• Developing and maintaining strong, long-lasting strategic and trusted advisor relationships with current and new customers and partner contacts.
• Understanding customers' business objectives, IT priorities, and initiatives across various stakeholders, including executive management, technology leadership, strategic sourcing, asset management, and line of business.
• Collaborating with pre- and post-sales internal support teams and excelling in a team selling environment by coordinating resources.
• Staying informed on industry trends, products, market conditions, and competition to enhance market positioning and build market awareness through participation in local/regional industry events, organizations, and affiliations.
• Driving the sales process by coordinating customer reviews of aging inventory and looking for refresh opportunities using partner programs, promotions, and pricing to maximize margin.
• Coaching and training the sales team to identify and qualify opportunities to achieve partner revenue and GM target attainment.
• Providing monthly reporting, analysis of business results, and joint pipeline to business leaders within the territory, ensuring alignment with partner sales goals and executing sales growth plans proactively.

Behaviors and competencies include:

• Business Development: Can proactively seek out new markets, initiate strategic partnerships, and contribute to the development of innovative business strategies.
• Closing Deals: Can develop and implement a strategic plan for closing deals, identifying high-value opportunities and using advanced negotiation techniques to secure successful outcomes.
• Consultative Sales: Can proactively seek out potential customers, initiate sales conversations, and contribute innovative ideas to improve the sales process.
• Customer-Centric Mindset: Can proactively engage with customers to understand their needs and expectations. Develops and implements strategies to enhance customer satisfaction and loyalty.
• Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
• Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
• Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
• Analytical Thinking: Can synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably.
• Adaptability: Can proactively adapt to challenging situations, anticipate changes, and make modifications to meet the demands of changing circumstances.
• Resilience: Can proactively anticipate potential obstacles, develop contingency plans, and adapt strategies to overcome them.

Skill level requirements include:

• Proven success selling or partnering with Google Cloud (GCP), Chrome/Workspace, or other hyperscalers.
• Experience with partner's Global, Enterprise, or Commercial Segment(s), including familiarity with partner's portals, tools, programs, processes, and distribution transactions.
• Ability to create and manage relationships with external partners, executive-level stakeholders, and within a sales organization.
• Proficient in building and executing cross-functional plans to achieve objectives; able to analyze business results to develop action plans.
• Creative and strategic thinking with excellent decision-making skills; capable of managing regional business independently from Management.
• Excellent time management along with planning and organizational skills; self-motivated with the ability to work autonomously.
• Ability to communicate, present, and influence all levels of a customer and/or partner organization for building relationships and driving sales growth; skilled in prospecting, negotiating, and closing deals.
• Ability to effectively position against competition and clearly articulate value.
• Ability to self-study and engage in independent work to increase job-related knowledge and skills; self-motivated with the ability to work with limited direction and oversight.
• Ability to be approachable, maintain composure, and possess a professional attitude.

Preferred qualifications:

• Direct outside sales experience with large enterprise clients.
• Previous training and/or experience in solution selling.
• Experience selling and managing complex IT solutions.
• Multiple major technology sales certifications.
• Working knowledge of programs and technology from industry-leading OEMs such as Google.

Other requirements:

• Bachelor's Degree or equivalent relevant work experience required.
• 3-5 years of successful IT sales experience, including direct outside sales with large enterprise clients.
• 3-5 years of experience selling enterprise solutions and working with partners/the IT Channel.
• Minimum 2 years of experience in successful consultative selling and account development.
• Minimum 50% time outside of an office setting meeting with existing and potential customers and 10% attending company events.
• Travel to customer sites within dedicated territory.
• Travel to SHI, Partner, and Customer Events.

The estimated annual pay range for this position is $160,000 - $250,000 which includes a base, 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