The posting
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 $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. But the heartbeat of SHI is our employees – all 7,000 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.
Job Summary
The Global Sales Account Executive – Financial Services will be responsible for leading and expanding strategic financial services accounts, with a primary focus on Bank of New York (BNY) and Bloomberg. This individual will develop executive-level relationships, identify and advance complex technology opportunities, drive revenue growth, and coordinate SHI, partner, OEM, and services resources to deliver measurable customer outcomes.
This role requires a proven enterprise technology seller who understands the financial services industry and can navigate large, complex organizations. The Global Sales Account Executive will develop strategic account plans, expand SHI’s presence across key stakeholders, and position solutions spanning infrastructure, cloud, networking, cybersecurity, AI, software, and managed and professional services.
This is a field-based position with a home office setup and requires residence within the dedicated New York City or New Jersey territory.
Role Description
- Lead and grow strategic financial services accounts, with primary responsibility for Bank of New York (BNY) and Bloomberg.
- Develop and execute strategic account plans focused on revenue growth, customer retention, market share expansion, and new business opportunities.
- Build trusted relationships with C-level executives, technology leaders, procurement and strategic sourcing teams, and line-of-business stakeholders.
- Understand customer business objectives, technology priorities, and strategic initiatives to identify opportunities and align SHI solutions to business outcomes.
- Identify, develop, and close complex, multi-million-dollar technology opportunities while consistently working toward quarterly and annual sales goals.
- Position SHI’s portfolio across infrastructure, cloud, networking, cybersecurity, AI, software, data center, ITAM, lifecycle services, and managed and professional services.
- Maintain accurate forecasting, pipeline management, and opportunity planning throughout complex enterprise sales cycles.
- Coordinate SHI technical and services teams, OEM partners, solution providers, and other strategic resources to develop and execute customer solutions.
- Build strong partnerships across direct, OEM, channel, and services organizations to support joint selling initiatives and strategic opportunities.
- Navigate complex global organizations to identify decision-makers, build executive alignment, and expand relationships across the account.
- Maintain knowledge of industry trends, emerging technologies, competitive developments, and market conditions to effectively differentiate SHI and identify new opportunities.
- Represent SHI through participation in relevant customer, partner, and industry events and organizations.
- Excel in a collaborative, team-selling environment while demonstrating ownership, urgency, and accountability for account growth.
Behaviors and Competencies
- Business Acumen: Can evaluate market trends and competitive landscape to identify opportunities and risks.
- 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.
- Interpersonal Skills: Can communicate effectively, build relationships, resolve conflicts, and influence others in significant situations.
- Listening: Can actively engage in listening by asking clarifying questions and providing feedback that shows a deep understanding of the conversation.
- Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
- Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.
- Presenting: Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.
- Professionalism: Can proactively seek out challenges, initiate projects, and contribute to a professional work environment.
- Prospecting: Can develop and implement a strategic prospecting plan, identifying high-value potential customers and using advanced techniques to initiate contact and build relationships.
- Self-Motivation: Can proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas.
- Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines.
Skill Level Requirements
- Ability to excel in a team-selling environment – Intermediate
- Ability to continually meet or exceed sales targets – Intermediate
- Expertise in client relationship building and new business development – Intermediate
- Proficiency in account management – Intermediate
- Proficiency in project management – Intermediate
- Understanding of business operations and strategy – Intermediate
- Strong ability to engage and influence C-level executives, technology leaders, procurement teams, and line-of-business stakeholders
- Strong understanding of enterprise infrastructure, cloud, networking, AI, software, and professional services sales
- Ability to coordinate OEMs, services organizations, and technical resources throughout complex sales cycles
- Strong account planning, forecasting, pipeline management, and opportunity management skills
Other Requirements
- Bachelor’s Degree or relevant work experience required
- 10+ years of enterprise technology sales experience preferred
- Proven success managing large enterprise accounts within the financial services industry
- Demonstrated history of meeting or exceeding sales goals and closing complex, multi-million-dollar opportunities
- Experience working for or selling alongside a leading OEM or VAR/Solution Provider preferred
- Existing relationships or previous experience with Bank of New York (BNY) and/or Bloomberg preferred
- Direct account responsibility for BNY, Bloomberg, or other major financial services institutions preferred
- Experience selling through direct OEM and channel/VAR models preferred
- Experience partnering with global systems integrators and consulting organizations preferred
- Experience across infrastructure, cloud, networking, AI, software, and managed or professional services highly desirable
- Cybersecurity sales experience is a plus
- Minimum 50% of time outside of an office setting meeting with existing and prospective customers
- Ability to travel to customer sites and SHI, partner, and industry events
- Ability to obtain required sales and/or technical certifications within the first 90 days of employment
The estimated on-target earnings, or OTE, which includes a base salary and bonus/commissions, are $150,000 - $250,000. 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
