Client Director - Strategic Education

Job Summary

The Client Director - Strategic Education is responsible for developing and executing strategic sales plans to achieve organizational targets and drive revenue growth, while leading a high-performance sales team through effective coaching and management.

This role involves identifying new business opportunities, building strong client and partner relationships, and overseeing sales budgeting and forecasting.

Additionally, the Client Director collaborates with marketing and product teams, ensures compliance with sales standards, and drives innovation in sales processes, providing strategic insights to senior leadership.

Role Description

• Develop business in existing customers and win new clients to achieve sales targets as set by the business.

• Exceed profit and revenue targets.

• Maintain an accurate CRM to forecast and manage the business.

• Produce detailed account plans for customers in your portfolio.

• Work with the Alliances team and existing contacts to develop strong relationships with key partners and vendors.

• Drive attendance to customer technology days, events, and networking activities to strengthen relationships, credibility, and trust.

• Develop and maintain strong, long‑lasting Strategic and Trusted Advisor relationships with key IT and Business Executives within assigned accounts.

• Identify, create, develop, and manage opportunities in the sales pipeline and sales management platform to achieve quarterly and annual sales targets and goals.

• Position and effectively communicate SHI’s portfolio of products, solutions, services, and capabilities across various domains, mapping them to customer business objectives and initiatives.

• Collaborate with pre and post‑sales internal support teams.

Behaviors and Competencies

• Communication – Effective communication of complex ideas, facilitation, and mentoring others.
• Time Management – Accurate estimation, balancing multiple tasks, and improving others’ time management skills.
• Detail‑Oriented – Oversee multiple projects with high detail orientation, identifying errors and ensuring accuracy.
• Interpersonal Skills – Build relationships, resolve conflicts, influence others, and support development.
• Impact and Influence – Rally a team toward a common goal with a positive persuasive influence.
• Judgment – Exercise sound judgement, take calculated risks, balance short‑term impact with long‑term goals.
• Forward Thinking – Anticipate future trends, collaborate in planning, and drive results for future success.
• Self‑Development – Commitment to continuous learning and adaptability.
• Professionalism – Respectful collaboration and result orientation.
• Self‑Motivation – Drive results through ownership of initiatives.
• Prospecting – Manage prospecting team, provide guidance, analyze effectiveness, adjust strategies.
• Consultative Sales – Collaborate and drive results through a consultative approach.
• Follow‑Up – Manage follow‑ups, collaborate, and ensure completion of tasks.
• Delegation – Delegate responsibilities, balance workload, clarify roles.
• Relationship Building – Build relationships with diverse groups and drive results.
• Business Acumen – Execute business plans to drive growth and profitability.
• Organization – Oversee complex projects, ensure alignment with systems, adapt to priorities.

Skill Level Requirements

• Ability to effectively sell complex IT solutions to large enterprise customers, consistently achieving significant sales targets – Intermediate
• Understanding of programs and solutions offered by OEMs such as Microsoft, Dell/VMWare, HP, Cisco, Apple, AWS, Lenovo – Intermediate
• Knowledge of current and evolving technologies including Cloud, Security, IoT, and Digital Workplace – Intermediate
• Preferred expertise in selling to the pharmaceutical industry, building relationships with key stakeholders, and understanding industry‑specific needs and regulations – Intermediate
• In‑depth knowledge of IT industry trends and dynamics – Intermediate
• Proven ability to identify, create, develop, and manage new business opportunities – Intermediate
• Skilled in strategic planning and implementation – Intermediate

Other Requirements

• Completed Bachelor’s Degree or relevant work experience – required
• 5+ years of experience in direct IT sales
• 5+ years of experience in sales management
• Ability to spend 50% time outside of an office setting with customers
• Travel 10% to SHI, Partner, and Customer events
• Work flexible hours
• Advanced sales or technology certification preferred (e.g., HPE Hybrid IT 2019 Sales Certification, VMWare Certified Professional, Azure Fundamentals, AWS Professional)

Compensation and Benefits

The base salary for this position is $100,000. The estimated on‑target earnings (OTE), which includes a base salary and commissions, range from $125,000 to $250,000. Compensation is dependent on job‑related knowledge, skills, experience, and market location and may vary from individual to individual.

Benefits may include medical, vision, dental, 401(k), and flexible spending plans.

Equal Employment Opportunity

SHI International Corp. is an equal opportunity employer. All qualified applicants will receive consideration for employment without discrimination based on race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, veteran status, age, or other protected characteristics.