Inside Solutions Engineer - Public Sector

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.

Responsibilities include, but are not limited to:

• Responsible for the Solution Practice sales quota in their territory/pod.
• Take ownership of the sales pipeline for Solution Practice opportunities by engaging where appropriate, following up with prospects to discover, defend and acquire new business.
• Disaster recovery solutions: backup/recovery, mirroring, active/standby, active/active.
• Engage with customers to ensure account retention and penetrate multiple lines of sales entry for Data Center, Cloud, Network, Security, Collaboration and Services business in existing accounts.
• Collaborate, develop and execute strategy for top prospects with the sales team to discover, grow and acquire new business.
• Ongoing training and learning to understand the company services offerings in all solution practice areas by attending company training and expanding knowledge through self-study.
• Collaborate and engage with multiple layers of contacts within an organization, including but not limited to CIO, IT Directors, CTO, Application Managers, etc.
• Collaborate with sales teams and drive the sales process of the solution, including identifying the opportunity, qualifying, forecasting, decision making criteria, and closing.
• Builds the region/territory based on strategic account planning done in collaboration with the account executive and extended team.
• Demonstrates leadership to ensure that the company’s recommended solutions are comprehensive, achieve customer expectations and meet customer business needs and planning.
• Build strong relationships and trust with the technical decision maker, executive stakeholders and own the technical side of customer relationships.
• Focused on delivering a world class customer experience according to company standards.
• Develop relationships with Local Technology Community (MFG’s and SI Partners), and the appropriate customer technical personnel to establish market credibility and ensure the sales team understands the customers ongoing needs.
• Educate and develop sales teams on technical selling, product training, services and technology trends by taking advantage of office hours, setting up formal training and relationship building.
• Educate customers with product training and positioning technical solution sales cycle management.
• Mentor and guide Technology Advisors in the Advanced Solutions Group.

Qualifications:

• Bachelors Degree or relevant work experience required.
• Experience with Disaster Recovery, Business Continuity and High Availability Solutions (backup/recovery, mirroring, active/standby, active/active, clustering).
• Strong knowledge of Virtualization technologies, Hypervisors, server and desktop virtualization (i.e. VMware, Hyper-V, Citrix, VDI).
• Expertise in mainstream technologies to include: Dell/EMC, NetApp, HPE, Cisco, Palo Alto, Pure Storage, Azure and AWS.
• Experience with Public and Private Cloud Solutions.
• Ability to train and disseminate information within an Area or Operation.
• Consultative approach to cloud, virtualization, storage, networking, and servers technology.
• Proficient with Microsoft Office Products Visio, PowerPoint, Excel, Word.

Required Skills:

• Possess a real passion for technology.
• Outstanding written and verbal communication.
• Excellent negotiation skills.
• Excellent Presentation Skills.
• Ability to work effectively, add value as a team member and assume a leadership role for the team.
• Ability to resolve and close complex technical and selling situations.
• Ability to work effectively within all levels of an organization, both internally and externally.
• Ability to work both individually and in a team environment.
• Must be results driven with a strong sense of urgency.
• Attention to detail, organization, and follow up skills are critical.
• Initiative to research and resolve problems with a positive attitude.
• Exceptional time management.
• Demonstrated technical and consultative skills.

Preferred Qualifications/Skills:

• Ability and desire to work within a team environment, and at times independently.
• Excellent written and verbal communication skills.
• Ability to communicate complex subject matter – both verbally and written.
• Strong problem solving, organizational, and time management skills.
• Management/Leadership Skills.
• Ability to motivate and mentor.

Unique Requirements:

• Extended hours are required to complete some special projects.