Director of ITAM Sales

The Director - IT Asset Management (ITAM) Sales role is to take the leadership of the Sales and Pre-Sales Team within the ITAM Services department, which includes: ITAM Sales Management, ITAM Solutions Consultants, and ITAM Solutions Specialists.

 

The Director - ITAM Sales will be responsible for the financial success of the ITAM team by ensuring a sustainable, economical, structured model is provided to meet and exceed the SHI business requirements and associated multi-year financial targets. Responsible for sales plans and justifying those plans to the ITAM Leadership and supervising and coaching the Solutions Consultant team to ensure that all targets are exceeded.

 

The Director – ITAM Sales will always represent both the ITAM Services department and SHI in an impeccable manner, leading from the front to provide expert insight and industry leading knowledge, as well as adding value to the portfolio of services. The position reports to the Global Director of ITAM Services and will be based from either the Somerset NJ, Austin TX offices or a home-based office. 

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. 

Include, but not limited to:

• Take responsibility for the development and financial success of the ITAM department.
• Exceed all financial targets.
• Control and manage the operational costs.
• Achieve sales operational and sales process efficiencies.
• Deliver year-over-year consistent sales growth.
• Create and manage multi-year sales and marketing plans to ensure that all departments’ targets are exceeded, and long-term growth is planned and achieved.
• Oversee the customer engagement lifecycle.
• Be an ambassador of ITAM services both within SHI in promoting ITAM services both internally and externally, raising customers’ awareness of the importance of good ITAM practices and the range of services SHI can offer.
• Create and report sales pipeline on a specified cadence to the Global ITAM Director of ITAM Services
• Ensure the accuracy and quality of sales data in SHI’s internal systems
• Engage with other SHI departments to collaborate in the delivery of integrated services.
• Mentor members of the Solutions Consultant team, to ensure that SHI’s services are proposed and sold to the expected standards.
• Mentor members of the Solutions Consultant team, to ensure that all allocated targets are exceeded.
• Actively promote the sale and adoption of all ITAM Services within both the SHI sales team and direct with SHI customers.
• Actively promote the sale and adoption of ITAM Select Vendor Program (ISVP) approved ITAM tools within both the SHI sales team and direct with SHI 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 ISVP 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.
• Form strong working relationships with SHI Sales Leadership, Technical and Account Teams.
• Join daily, weekly, monthly calls as needed with ITAM/SHI general Leadership teams.
• Overseeing and managing a team of ITAM Sales Management, Solutions Consultants and Solutions Specialists.
• Identify additional upsell opportunities within existing ITAM customers.
• Identifying valuable emerging markets.
• Provide department updates monthly on ITAM All Hands calls.
• Accurately forecast future sales and form sales plans to adapt to constant shifts in the marketplace.
• Assist in maximising company ITAM profitability.
• Foresee and avoid stagnation in the marketplace.
• Form sales strategies to keep ITAM by SHI competitive and innovative.
• Lead the creation of new ITAM Marketing materials.
• Coordinate customer facing webinars.
• Coordinate and support all SHI Summits, Sales Conferences, and external events.
• Set and manage revenue targets and work with the Solution Consultant team and ITAM Directors to achieve/exceed goals.
• Creates Standard Sales Operating Procedures (SOP) to document internal processes.
• Creates Solution Consultant training curriculum for both onboarding and continuing education.
• Understanding complex business environments, identify customers goals, issues and formulating ITAM strategies and solutions that need to be presented at the management level and above.
• Other activities, as defined by ITAM management to successfully deliver ITAM services activities to customers.

 

The Director – ITAM Sales will be expected to have industry leading knowledge to understand all aspects of the ITAM and Software life-cycle – from licensing to purchasing to deployment to decommissioning. 

• Bachelor's Degree or relevant work experience required

• Minimum of 10 years sales or sales management experience along with a demonstratable 3 years of experience within the IT or Software Asset Management field.

• Strong entrepreneurial spirit: a desire and willingness to “do whatever it takes”
• 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
• Ability to think outside the box
• 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
• Ability to lead and Manage a team of Sales Solutions Consultants
• Strong history of proven ITAM sales experience
• Ability to create high-quality documentation with precision
• Ability to work with deadlines
• Meticulous attention to detail
• Highly organized and methodical

The Director – ITAM Sales will demonstrate industry leading experience in selling and promoting ITAM, SAM, Consultancy or Services. The Director – ITAM Sales will hold some or all of the following accreditations or similar vendor accreditations; if the accreditations are not currently held then you will be required to study and pass the following mandatory accreditations at a minimum within 6 months of commencing the role:

Mandatory certifications:

• Microsoft 365 Fundamentals (MS-900)
• All LISA Training Modules & Exams

Supplemental certifications:

• Volume License (70-705) 
• Security Fundamentals (98-367) 
• Mobility and Devices Fundamentals (98-368) 
• Managing Office 365 Identities and Requirements (70-346) 

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

• It is expected that this role will require frequent travel both nationally and internationally (50%)

• The estimated annual pay range for this position is $110,000 - $200,000 which includes a base salary, commission, and bonus. 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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