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SHI ITAM Solutions Consultant - PubSec East in Boston, Massachusetts

Job Summary

The ITAM Solutions Consultant (SC) is responsible for developing ITAM-related sales opportunities within the allocated sales territory, or customer accounts. ITAM services and deliverables are not all direct revenue-generating, the terms “customer” and “prospect” are expanded to include both revenue and non-revenue generating ITAM activities.

The ITAM Solutions Consultant will be a point-of-contact for prospective customers of ITAM services and tools. The SC will prospect, develop, and proactively drive new sales opportunities and support marketing activities for ITAM services and will manage the “pipeline” of prospective customers to assure full utilization of resources and continual expansion of the customer base. The SC will coordinate with other SHI sales personnel to manage ongoing customer relations as they relate to deliverables to assure the customer’s expectations are reasonable, that deliverables are within the capabilities of the organisation, and that ongoing relations with the customer are continually expanding and improving. The SC is also the key owner of customer engagements to assure delivery of services to the customer’s expectations and satisfaction.

The ITAM Solutions Consultant will ideally be experienced in selling and promoting ITAM, SAM, Consultancy or Services and can be based either from our Somerset NJ, Austin TX, Los Angeles CA, San Francisco CA, Milton Keynes UK, Paris France offices, or Nationwide from a home office; however, it is expected that this role will require frequent travel both nationally and internationally (50%).

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 $14 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 6,000 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.

Responsibilities

Include, but are not limited to:

  • Actively promote the sale and adoption of all ITAM Services including but not limited to Managed, Baseline, Hardware, Process, and Consultancy Services within both the SHI sales team and direct with SHI customers.

  • Work as part of the ITAM sales team provide sales support to the ITAM Solutions Specialists, working as a team to ensure a positive customer experience and sales outcome.

  • Support the allocated sales region/territory/accounts to promote and develop the adoption of ITAM services and ISVP partners.

  • Actively promote the sale and adoption of SHI approved ITAM Select Vendor Program (ISVP) tools within both the SHI sales team and direct with SHI customers.

  • Own the financial number for the allocated sales territory or accounts, it is a requirement to meet or exceed all financial and management targets.

  • Engage and work proactively with ITAM Customer Success to ensure smooth handover of customers as well as supporting the ongoing relationship with our customers.

  • Pursue and manage customer/prospect opportunities by working with the respective SHI Sales representatives.

  • Work with SHI customers and prospects to present and promote ITAM Services and tool opportunities through conference calls, on-line meetings, and face-to-face customer presentations:

  • Create customer proposals and statements of work for ITAM services.

  • Complete responses to RFIs/RFPs/RFQs for ITAM services.

  • Create sales tools and customer-facing documents for postings to MySHI and other internal communication vehicles.

  • Travel for customer facing, department, vendor meetings and ITAM educational seminars or events.

  • Create and manage multi-year sales plans to ensure that all personal and business targets are met or exceeded.

  • Report Pipeline on a specified cadence to the Director - ITAM Sales, accurately forecast future sales and forming sales plans to adapt to constant shifts in the marketplace.

  • Interface with pre-approved and selected ITAM Select Vendor Partners to promote and support their ITAM services and initiatives.

  • Stay current on all changes/updates to product entitlements that could affect ITAM/SAM services; this includes but is not limited to collaborating with the SHI Licensing department, direct communication with vendors/manufacturers, participating in license and ITAM online communities

  • Support all ITAM marketing events and campaigns providing reports and feedback as requested to support the holistic process.

  • Collaborate with SHI’s Services departments to target Service opportunities with ITAM/SAM components.

  • Present and demonstrate Services, tools & ISVP Tools to Customers and SHI Sales.

  • Attend and support SHI events and vendor shows

  • Manage general projects assigned by Director – ITAM Sales.

  • Assist with onboarding and training for new ITAM team members including shadowing and mock calls etc.

  • Assist with the creation of new ITAM Marketing Materials

  • Present ITAM related presentations to customers at SHI Summits

  • The ITAM Solutions Consultant is expected to understand all aspects of the ITAM and Software life-cycle – from licensing to purchasing to deployment to decommissioning.

Qualifications

  • Candidates should possess a Bachelor’s Degree or equivalent preferred as well as a minimum of 2 years of experience within the IT Asset Management field

  • The ITAM Solutions Consultant will be experienced is selling and promoting ITAM, SAM, Consultancy or Services

  • Must have a minimum of 2 years' Public Sector and Federal Sales experience

Required Skills

  • Strong entrepreneurial spirit: a desire and willingness to “do whatever it takes”

  • Solution Selling Experience

  • Exceptional communication and presentation skills

  • Excellent sales & customer relationship skills

  • Good research skills and the ability to manage details

  • Excellent organization and time management skills

  • Ability to stay self-motivated and self-directed

  • Willingness to adapt to changing business and technical priorities

  • Ability to work in a fast-paced, high-performance team environment

  • Strong Active Listening skills

  • Excellent written and verbal communication skills.

  • Resourceful with ability to adapt quickly to changing environments

  • Strong history of proven ITAM sales experience.

  • Ability to create high-quality documentation with precision

  • Willingness to travel as needed

  • Ability to work with deadlines

  • Meticulous attention to detail

  • Highly organized and methodical

Certifications Required

The ITAM Solutions Consultant will hold some or all of the following accreditations or similar vendor accreditations; if the accreditations are not currently held the ITAM Solutions Consultant will be required to study and pass a minimum of the five mandatory of the following accreditations within a short period of commencing the role:

  • Mandatory certifications:

  • Complete all LISA Training Modules & pass all Exams

  • ServiceNow Sales Fundamentals

  • Microsoft 365 Fundamentals (MS-900)

  • ITAM Select Vendor Program vendor training as requested

  • Supplemental certifications:

  • Volume License (70-705)

SHI is seeking a well-rounded experienced ITAM SC and therefore we welcome all other relevant skills and experience.

Additional Information

  • The estimated annual pay range for this position is $65,000 - $115,000 which includes a base salary and commission. 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

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Job Locations US-Remote

Requisition ID 2023-15456

Approved Min (Total Target Comp) USD $65,000.00/Yr.

Approved Max (Total Target Comp) USD $115,000.00/Yr.

Compensation Structure Base Plus Commission

Category Technical Presales/Post Sales

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