Sales Coach

Job Title: Sales Coach - PubSec

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 $16 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 7,000 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.

Job Summary

The Sales Coach - PubSec will conduct training sessions for SHI employees, utilizing various presentation methods to accommodate different learning styles. This role involves developing learning content specific to sales, technology, operational processes, and professional development, while creating new training courses using diverse training vehicles. The Sales Coach will update training curricula, organize content in learning platforms, and collaborate to adapt training materials for the SHI Learning Management System. Additionally, they will maintain records, offer feedback and guidance, and identify ways to improve learning effectiveness and delivery methods.

Role Description

Conduct in-person and online training sessions for SHI employees using diverse methods (classroom, virtual, blended). Develop and present learning content specific to sales, technology, internal systems, operational processes, and professional development. Create new training courses and programs using various training vehicles such as video, documentation, and practical exercises. Continuously update and enhance training curricula based on department or companywide initiatives. Organize and maintain content in platforms such as SHI Learn, MSFT Teams, and SharePoint. Collaborate to adapt existing training materials for use in the SHI Learning Management System and promote its use company-wide. Maintain records and report data on completed courses, absences, issues, and other relevant metrics. Identify ways to improve learning effectiveness and delivery methods to continually enhance the training experience.

Additional Responsibilities

Seller Insights to Leadership: Transform seller performance observations into actionable insights for sales leadership to accelerate onboarding, reduce risk, and identify trends. Purposeful 1:1 Coaching: Prepare with data, build on prior sessions, establish clear agendas, and deliver personalized, outcome-driven conversations with clear next steps. Reinforce onboarding concepts for new hires. Seller Motivation & Inspiration: Connect daily work to personal purpose, celebrate growth, and energize sellers toward KPIs. Sales Methodology & GTM Mastery: Demonstrate expertise in SHI's GTM strategy and methodologies; adapt playbooks to real-world scenarios. Data-Activated Enablement: Use tools like PowerBI and assessments to uncover gaps, measure impact, and guide coaching with precision. Scalable Program & Onboarding Support: Facilitate workshops, gather feedback, and evolve programs to accelerate ramp and sustain growth. Curriculum Influence & Innovation: Translate coaching insights into relevant learning content and propose innovative enablement ideas. Segment-Specific Support: Provide tailored enablement for specific sales segments and support GTM/Sales Ops requests. Engaging Facilitation & Presentation: Lead sessions with strong presence and adaptability for diverse audiences. Strategic Partnership with Sales Leaders: Align coaching with business outcomes and retention strategies. Sales Tool Adoption & Knowledge Transfer: Drive adoption of SHI sales tools and processes. Mentorship & Feedback Culture: Build mentoring relationships and model coaching excellence. Observation and Feedback: Shadow customer meetings and provide constructive feedback. Coachability and Self-Improvement: Actively apply feedback and pursue self-development. Effective Problem-Solving: Identify root causes, propose solutions, and execute strategies.

Behaviors and Competencies

Adaptability: Can adjust to changes in the work environment, manage multiple tasks, and effectively handle uncertainty. Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience. Collaboration: Can actively participate in team discussions, respect differing opinions, and collaborate with others to achieve common goals. Creativity: Can demonstrate creativity in problem-solving, considering multiple perspectives and exploring diverse options. Emotional Intelligence: Can identify and manage personal emotions and begin to recognize others' emotions in moderate situations. Instructional Design: Knowledge of fundamental instructional design theories and models, such as ADDIE and SAM. Technical Expertise: Can apply technical knowledge and skills effectively in most situations, with occasional guidance. Continuous Improvement: Can identify moderate areas for improvement and implement moderate changes. Influence & Motivation: Inspire sellers and connect work to purpose. Data-Driven Decision Making: Use analytics to guide coaching and measure impact.

Skill Level Requirements

Excellent organization, planning, and time management abilities. Exceptional listening skills and proficiency in communicating the company's value proposition and Sales Methodology. Ability to work effectively with all levels of an organization and develop relationships with guest speakers. Strong analytical skills including the ability to distill large amounts of information into concise, relevant components. Ability to work independently and in a team environment. Self-motivation and initiative to complete tasks without direct instruction. Ability to mentor and motivate others, and maintain a commitment to SHI's success and employee development. Detail-oriented and complete tasks with accuracy and efficiency. Professional attitude and ability to apply management feedback. Expertise in sales methodologies and GTM strategies. Strong facilitation and presentation skills for virtual and in-person sessions. Ability to leverage tools like PowerBI for insights and enablement.

Other Requirements

Completed Bachelor's Degree or relevant work experience. 1-3 years of experience in a Training, L&D, Sales Enablement, Sales role, or a combination preferred. Ability to travel multiple times a year or 10%, both independently and with a group. Proficiency in the following applications/platforms: Windows OS, Microsoft Office (Word, Excel, PowerPoint, Outlook), Microsoft Teams or Webex, Microsoft SharePoint utilization, Content creation, authoring, or capture tools such as Adobe Acrobat, Microsoft Publisher, and SnagIt. The estimated annual pay range for this position is $100,000 - $150,000 which includes a base 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