Senior Solutions Architect - Cybersecurity

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

A passion for Cyber Security and technology is key, as well as the ability to demonstrate an in-depth knowledge of Cyber Security trends, solutions and Managed Services available to help organisations deliver on their technology and business outcomes. SHI’s Cyber Security Practice consists of a group of highly skilled Solution Architects, Business Development Managers and Security Partner Managers. This role of a Senior Solution Architect is to:

• Provide our diverse range of customers with impartial, industry-leading advice and expertise to help them select the right solutions to drive improved technology maturity, deliver new services securely and realise real value through business outcomes.
• Support the Sales teams in breaking into high-value new accounts, demonstrating the experience, expertise and strength of opinion that proves credibility.
• Lead Solution Sales opportunities from inception through to handover into delivery.
• Support the development of the team and the wider department by contributing to team projects as well as helping team members with customer engagements and mentoring to help them achieve their own goals and career aspirations.
• Act as a thought leader and input into SHI’s technology go-to-market message, driving and promoting our opinion, breadth of capability and experiences to internal teams, customers and partners.

KEY RESPONSIBILITIES

• Customer Opportunities - Work with customers, salespeople and Business Development Managers to qualify opportunities, understand business and technical requirements to design the most appropriate solutions whilst maintaining accurate and up-to-date information within SHI’s CRM system to support sales forecasting and pipeline management.
• Documentation - Produce high quality documentation from solution designs and request for proposal (RFP) responses to total cost ownership (TCO) models, business cases, high level designs (HLD’s) and statement of works (SoWs).
• Upsell - Identify potential to expand opportunities where possible and engage and coordinate resources from other teams to support.
• Handover – Support the smooth handover of projects into the delivery teams and acting as an escalation point during their life and transition into service.
• SHI Evangelist - driving and evangelising SHI capabilities to our customer base in a credible, approachable and relatable way. Differentiating SHI through its productised services, consulting capability and security expertise.
• SME Evangelist - Explain and evangelise the features, benefits and technical specifications of your subject matter and adjacent technologies, solutions, and services to internal and external audiences.
• Internal Collaboration – Build and develop strong relationships across the business, including with Sales, Professional Services and the wider Partner, Product, Solutions and Services community (PPSS) to draw upon as the need arises.
• Support the documentation and adoption of agreed standards and practices within our deployments and work to ensure a high‑quality engagement for every customer.
• Go-To-Market Development – Working with the Practice Lead and key stakeholders to continually assess technology trends and our solutions portfolio whilst supporting the creation, launch, marketing and ongoing development of new propositions.
• Repeatable Solutions – Support making what we do more repeatable, more profitable and less risky by helping to identify and build standardised offerings, boilerplate content and packaged services.
• Partner Engagement – Cultivate strong relationships with SHI’s partner community to stay up to date with offerings and roadmaps and leverage this knowledge as an agnostic advisor to customers.
• Sales Enablement - Assist SHI sellers with technical guidance on a variety of products and solutions across a range of customer sizes and types and evangelise the team’s capabilities.
• Customer Retention - Act as a trusted adviser to key customers through building knowledge of their environments.
• Accreditation – Attain and maintain the highest level of relevant accreditations in key areas as required.
• External Brand – Use social media and other means of effective communication for self-marketing, raising awareness and profile.

MANAGEMENT RESPONSIBILITIES

• Management Support: Support the Practice Lead by providing input into team meetings, one-to-ones, appraisals and assessments as well as providing cover for the leader where required.
• Team Growth: Provide ongoing coaching and development to increase productivity and readiness.

QUALIFICATIONS, SKILLS AND EXPERIENCE

• An experienced individual in Cyber Security within a technical pre‑sales capacity or similar role with experience in designing complex solutions for a range and size of customers, within different verticals.
• A great understanding of the Cyber Security market and key areas such as Identity, Endpoint Protection Platforms, SSE / SASE, Data Governance, Cloud Security, Next Gen Security Operations with an understanding of Security frameworks is required.
• Strong capabilities with at least two of these credible technology vendors, such as Palo Alto Networks, Fortinet, Crowdstrike, CyberArk, Zscaler, Netskope and Cisco.
• Previous experience in a channel Solution Sales role or similar including leveraging partner resources, incentives and teams during presales engagements.
• Experience selling both professional and managed security services.
• Industry certs such as CISSP / CISM would be advantageous.

ESSENTIAL ATTRIBUTES

• Self-driven and self‑motivated.
• Ability to lead customers and articulate a cloud journey that delivers tangible benefit quickly whilst maximising the scope and potential of an engagement.
• Commercial acumen with an awareness of the financial implications of design decisions across Capex and Opex budgets and how they affect TCO and return on investment (ROI).
• Experience and ability to develop and build relationships with a range of stakeholders, including C‑suite.
• A demonstrable track record of getting stuff done whilst managing competing pressures and deadlines whilst retaining an eye for detail and quality.
• A passion for technology and its ability to have a positive impact on business.
• Quality focused with excellent attention to detail producing high quality documentation from solution designs and RFP responses to TCO models, business cases, HLDs and SoWs.

SHI UK is an equal opportunity employer and does not discriminate on the basis of race, religion, gender, sexual orientation, national origin, age, disability, or any other legally protected status. We encourage applications from all qualified candidates and we are dedicated to providing a fair and accessible recruitment process.