Client Director - Strategic Education

The Client Director for R1 Universities is a strategic leadership role focused on driving growth and fostering strong relationships within a designated portfolio of Research 1 (R1) universities. This role requires a dynamic individual with expertise in managing complex accounts and leading a team of Field Inside Account Executives and Account Managers. The Client Director will leverage SHI's Innovative Solutions and World-Class Support to deliver exceptional value to our R1 university clients, ensuring alignment with their strategic goals and IT initiatives.

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. 

• Strategic Account Management: Lead and manage a team to develop and execute account strategies that align with the specific needs of R1 universities, driving growth and ensuring customer satisfaction.
• Team Leadership: Oversee a team of Field Inside Account Executives and Account Managers, providing guidance, mentorship, and performance management to achieve team and individual sales targets.
• Business Development: Identify and pursue new business opportunities within existing accounts and target new accounts within the R1 university sector. Utilize targeted sales techniques including cold calling, customer meetings, and industry networking.
• Relationship Building: Establish and nurture strong, long-lasting relationships with key stakeholders at R1 universities, including IT decision-makers, faculty, and administration, to better understand their objectives and challenges.
• Solution Positioning: Articulate and position SHI’s comprehensive portfolio of products, solutions, and services to address the specific needs and priorities of R1 universities.
• Collaboration: Work closely with internal Pre and Post Sales Support Teams to ensure seamless service delivery and customer satisfaction.
• Market Insight: Continuously monitor industry trends, emerging technologies, and competitive landscape within the higher education sector to inform strategic planning and client engagement.
• Sales Performance: Consistently meet or exceed sales targets by effectively managing the sales pipeline and leveraging CRM tools to track and report on sales activities and outcomes.
• Travel: Travel within the assigned territory to engage with existing and prospective clients, attend industry events, and participate in company meetings.

• Bachelor’s Degree or relevant work experience
• 5+ years of direct selling experience in similar account sets
• Proven experience in a sales leadership role, preferably within the higher education sector or with large, complex accounts.
• Demonstrated ability to lead and inspire a sales team to achieve ambitious targets.
• Proficiency in using CRM software and other sales tools.
• Strong understanding of the challenges and opportunities within the R1 university landscape.

• Effective written and verbal communication skills
• Excellent presentation skills
• Excellent time management, planning, and organization skills
• Ability to self-study and engage in independent work to increase job related knowledge and skills
• Ability to think ahead, plan long-term decisions, and anticipate outcomes
• Business-acumen
• Possess good judgment and decision-making skills
• Ability to be approachable, maintain composure, and possess a professional attitude
• Strong interpersonal and customer service skills
• Self-motivated with ability to work with limited direction and oversight
• Strong consultative sales skills
• Ability to prospect, negotiate, and close deals
• Ability to work independently and collaboratively in a fast-paced environment.
• Excellent communication, negotiation, and interpersonal skills.
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Preferred Qualifications/Skills:

• Advanced Degrees, Sales and technical certifications
• Experience Selling Complex IT Solutions to Large Public Sector Customers
• Working knowledge of Programs from Industry Leading OEMs such as Microsoft, Dell, Broadcom/VMware, HP, Cisco, Apple, AWS, Lenovo

• Position requires minimum 50% time outside of an office setting meeting with existing and potential customers

• The estimated annual pay range for this position is $125,000 - $250,000 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