Contract Development Manager

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. 

Role Description

• Support relationships with Partners/COOPs that align with our strategic target areas 

• Executing strategies and tactics to deliver a qualified pipeline of contract opportunities with pursuit/win plans for each 

• Support continual business development process improvement 

• Help maintain the Strategic Business Capture system using internal and external resources 

• Research and analyze available data to identify competitive potential trends 

• Help create and maintain Capture Plans 

• Understand government contracting vehicles and procedures 

• Help to manage existing partnerships with partners and COOPs to identify new opportunities and add value to existing client base 

• Contribute to obtaining intelligence, assessing competitors, and helping position SHI to win new contracts 

• Collaborate with SHI sellers and sales support to identify, qualify, and develop upcoming opportunities 

• May attend conferences and other external meetings to explore business development opportunities 

• Maintain appropriate records and documentation; tracking, monitoring, and reporting data to support business development 

• Evangelize and enable use of profitable, strategic contracts to SHI sellers 

• Educate internal and external parties on the benefits, terms and conditions, and operational aspects of key contracts, both 1x1 and in group training settings 

Behaviors and Competencies

• Reporting: Can identify the need for, and initiate, regular updates to relevant stakeholders without explicit instructions.

• Training: Can identify learning gaps within a team, propose training solutions, and take action to implement them without explicit instructions.

• Relationship Building: Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.

• Problem-Solving: Can identify problems, propose solutions, and take action to resolve them without explicit instructions.

• Results Orientation: Can set personal goals and work towards them, achieving results consistently.

• Analytical Thinking: Can apply critical thinking to analyze data, identify patterns, and make basic inferences.

• Data Analysis: Can identify patterns and trends in data, propose hypotheses, and use statistical techniques to test them.

• Teamwork: Can work effectively in a team, contributing ideas and effort, and respecting the contributions of others.

• Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.

• Time Management: Can generally use time effectively and is working towards improving task prioritization and deadline management.

Skill Level Requirements

• The ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process. - Intermediate

• Understanding of Information Technology products and solutions to effectively evaluate, implement, and support technological initiatives within an organization. - Intermediate

• Ability to examine, clean, transform, and model data to discover useful information, draw conclusions, and support decision-making. - Intermediate

• Comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision-making and drive sustainable growth. - Intermediate

• The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Intermediate

Other Requirements

• Completed Bachelor’s Degree or relevant work experience required

• 2-4 years of experience in a similar role

• Experience working with the SHI Contract Library or other type of contract database 

• Strong knowledge and understanding of SHI’s public sector contracts 

• Experience educating others about contract benefits and operations 

• Experience positioning public sector contracts to an internal or external audience 

• Proven ability encouraging customers to use specific contracts 

• Experience working with customers pre-RFP to shape opportunities 

• Ability to travel to SHI, Partner, and Customer Events

• 25% Travel is required for customer and company meetings 

• Extended hours are required to complete some special projects 

The estimated annual pay range for this position is $75,000 - $125,000 which includes a base salary 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