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About the Role
The Sales Development Representative (SDR) is the driving force behind SHI's new business growth. This role focuses on outbound prospecting, including cold calling, emailing, and social selling, while promptly following up on customer responses. You will partner closely with Field Account Executives to research target accounts, engage decision-makers, qualify interest, and book meetings to build a healthy sales pipeline. Success requires persistence, strong communication, and the discipline to manage high-volume outreach and accurately track activity in the CRM.
Responsibilities
- Execute daily outbound prospecting through cold calls, emails, LinkedIn, and other channels to generate new opportunities.
- Respond quickly to customer responses uncovering true business needs and aligning the AE to help solve them.
- Maintain a consistent follow-up cadence to boost engagement and response rates.
- Research assigned territories to identify target accounts, key decision-makers, and buying signals.
- Ask discovery questions to uncover each prospect's goals, challenges, and technology needs.
- Book qualified discovery meetings for Account Executives that convert into pipeline.
- Partner with Account Executives to build account development and prospecting plans.
- Stay current on SHI's solutions, market trends, and the competitive landscape to position value effectively.
- Accurately log prospect interactions and opportunity details in CRM and sales engagement platforms.
- Meet or exceed activity, meeting-setting, and pipeline-generation goals.
Requirements
- Ability to conduct cold calling and outbound prospecting to identify new business opportunities.
- Ability to qualify prospects and uncover needs through effective questioning and active listening.
- Ability to manage and prioritize a high volume of outreach and follow-up tasks.
- Experience using CRM and sales engagement platforms to track activity and manage pipeline.
- Ability to communicate value propositions effectively across phone, email, and virtual channels.
- Ability to build relationships with prospects and gain access to key decision-makers.
- Strong organizational and time management skills with the ability to meet activity and performance goals.
- Familiarity with Microsoft Office applications required.
- 1–3 years of experience in business development, sales development, inside sales, lead generation, or outbound prospecting preferred.
- Demonstrated experience with cold calling, lead qualification, appointment setting, or pipeline generation preferred.
- Experience with CRM platforms (SHI AX, Salesforce, Dynamics, HubSpot, or similar) and sales engagement tools preferred.
Skills
- Communication
- Persistence & Resilience
- Time Management
- Curiosity & Active Listening
- Self-Motivation
- Coachability & Self-Development
- Decision-Making
- Interpersonal Skills
- Performance Management
- Business Development
Experience Level
- 1-3 years
Education Level
- Bachelor's Degree preferred
Salary/Compensations
- $40,000 - $100,000
Benefits
- Medical
- Vision
- Dental
- 401K
- Flexible spending
About the Company
- 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.
- The heartbeat of SHI is our employees – all 7,000 of them.
- 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.
Equal Opportunity
- Equal Employment Opportunity – M/F/Disability/Protected Veteran Status