PubSec Client Executive

SHI International Corp.•Somerset, NJ

1d•$40,000 - $200,000•Hybrid

About The Position

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.

Requirements

Completed Bachelor’s degree or equivalent relevant work experience
1+ year of successful sales experience in a comparable role (technology/solutions sales preferred)
Comfort operating in a team-selling environment with internal specialists and partner ecosystems
Expected travel: 10% (varies by territory and account coverage), including: customer site meetings within assigned territory and partner, customer, and company events
The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently – 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
Proficiency in generating new business opportunities through cold calling and strategic outreach to drive pipeline growth and revenue – Intermediate
Proficiency in growing and retaining existing customer relationships through proactive engagement and account management – Intermediate
Proficiency in consultative discovery techniques to identify customer needs and align appropriate solutions – Intermediate
Proficiency in managing the full sales cycle, including pipeline management, forecasting, and close planning – Intermediate
Proficiency in quoting, proposal development, and order execution to ensure accurate and timely deal completion – Intermediate
Proficiency in coordinating projects across internal teams and external partners to support successful customer outcomes – Intermediate
Familiarity with CRM workflows and adherence to structured sales processes to ensure consistency and sales rigor – Intermediate

Responsibilities

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.