PubSec Client Executive

About the role

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 PubSec Client Executive is responsible for driving revenue and profit growth by developing new business, expanding existing accounts, and delivering a best-in-class client experience across the full sales cycle. This role blends proactive prospecting (phone/email/outreach), consultative discovery, solution positioning, quoting and order execution, and strategic account planning. The Client Executive partners closely with internal specialist teams and external partners to architect and deliver IT solutions aligned to customer objectives, while building market awareness through networking and industry engagement. This role operates on a hybrid schedule and includes required in-office days at SHI International's Somerset, NJ headquarters. Role Description Business Development & Prospecting Generate new opportunities through cold calling, targeted outreach, email campaigns, networking, and social prospecting. Build and execute a prospecting plan to identify, qualify, and engage high-potential accounts and contacts. Develop and manage a healthy pipeline to consistently meet or exceed monthly, quarterly, and annual targets. Account Management & Relationship Growth Own and grow a book of business by strengthening relationships with decision-makers and influencers. Conduct discovery to understand the customer's business objectives, IT priorities, pain points, and initiatives. Provide recommendations that help customers achieve outcomes, increase adoption, and modernize their IT environments. Consultative Selling & Solution Positioning Position and clearly communicate a comprehensive portfolio of products, solutions, and services tailored to client needs. Translate technical concepts into business value and outcomes for varied audiences. Maintain awareness of competitive landscape and effectively defend value in competitive situations. Sales Cycle Execution Lead opportunities end-to-end: discovery → solution alignment → pricing strategy → proposals → negotiation → close. Prepare quotes and facilitate order placement, ensuring accuracy, timeliness, and an excellent customer experience. Manage projects through the entire sales cycle, coordinating stakeholders and timelines. Collaboration & Team Selling Collaborate and co-sell with internal resources (specialists, solution architects, services teams, leadership) to deliver the best solution. Build proactive partnerships with external partners (OEMs, service providers, distributors) to drive joint outcomes. Proactively schedule and facilitate customer meetings that advance opportunities and expand relationships. Market Awareness & Continuous Learning Build market visibility through participation in regional events, associations, and partner/customer activities. Stay current on industry trends, product updates, and market conditions to bring insight-led conversations to clients. Pursue relevant sales and/or technical learning to strengthen credibility and execution. Behaviors and Competencies Consultative Sales: Uncovers needs, aligns solutions to outcomes, and advances value-based proposals. Prospecting: Creates pipeline via strategic outreach, qualification, and persistent follow-up. Customer Service Mindset: Responsive, accountable, and focused on a superior end-to-end experience. Communication: Clear, concise, and confident across phone, email, and in-person/virtual meetings. Listening & Discovery: Asks thoughtful questions, confirms understanding, and identifies underlying priorities. Problem-Solving: Brings options, mitigates risk, and coordinates resources to resolve obstacles. Organization & Time Management: Balances multiple deals/projects, maintains CRM hygiene, and meets deadlines. Collaboration: Works effectively with internal teams and partners to deliver shared outcomes. Professionalism & Self-Motivation: Takes initiative, drives results independently, and demonstrates ownership. Advanced/Strategic Competencies (as role maturity increases) Business Acumen: Connects solutions to operational/strategic impact and recognizes market dynamics. Negotiation & Closing: Builds win-win agreements and executes a structured close plan. Presenting: Delivers compelling present