Job Summary

The ASG Solutions Engineer - Managed Services is focused on supporting sales to drive growth of SHI’s managed services business by selling to new and existing SHI customers. The individual will be the subject matter expert in SHI’s managed services portfolio and leverage a consultative sales approach to qualify opportunities, understand customer needs and budget, position services and pricing, overcome objections, collect customer data, and work the opportunity to contract signature.

This position will report to the Solutions Director or Solutions Manager in the Advanced Solutions Group.

This position is a remote position with Home Office setup as determined by SHI management. 

About Us

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 not limited to:

• Driving managed services growth for SHI by supporting sales in acquiring new managed services lines of business in new and existing SHI customers
• Developing and closing managed services opportunities through customer meetings, follow-up, discovery, contract negotiations, and contract signature
• Serving as the expert for SHI’s managed services value, capabilities, standards, and methodology
• Thoroughly qualifying customers to ensure proper fit for the managed services offerings
• Serving as the key subject matter expert for each opportunity
• Communicating with qualified prospects through email and virtual meetings
• Updating customer profile and opportunity information and managing sales pipeline in CRM
• Reviewing key documentation provided by customer, translating technical and business requirement to properly position, scope, and quote SHI managed services
• Establishing rapport and confidence with internal teams, customers, and partners
• Creating documentation, presentations, and other artifacts to aid in the pre-sales process
• Deliver trainings to internal sales team on SHI’s managed service offerings
• Providing monthly managed services sales forecast to SHI Leadership
• Executing all stages of the SHI managed service sales cycle, from opportunity identification through completion of customer onboarding, setting clear expectations throughout
• Participate in the customer onboarding process by bridging the gap between pre-sales and post-sales delivery, communicating customer goals and expectations discussed during the pre-sales engagement
• Actively staying on top of company, competition, and technology knowledge

Qualifications

• Completed Bachelor’s Degree in a related field or related relevant experience
• Minimum 3 years’ experience in successful consultative selling and account development of SMB or Commercial accounts with a services focus
• Previous experience in consulting and/or services sales team is required

Required Skills

• Demonstrate leadership and initiative in successfully driving specialty sales in accounts – profiling, advancing, negotiating, and closing opportunities
• Deep understanding of how clients use technology to meet business objectives
• Working knowledge of IT systems, platforms, and operational processes including identity management, IT security, Office 365, public cloud infrastructure, branch networking, device management, compliance requirements, etc.
• Demonstrated operational excellence including customizing existing SOW templates to meet customer needs, while staying aligned with the core service offering
• Excellent interpersonal and organizational skills
• Ability to handle diverse situations and rapidly changing priorities
• Ability to communicate effectively, clearly, and concisely with customers at all organization levels, particularly the C-Suite
• Excellent conflict resolution and/or mediation skills
• Ability to meet stated customer-initiated deadlines
• Ability to multitask and complete tasks with efficiency and accuracy
• Excellent presentation skills
• Excellent consultative sales skills
• Excellent customer service skills

Preferred Qualifications / Skills:

• Minimum 2 years’ experience in a Managed Services sales or pre-sales engineering role
• Minimum 2 years’ experience in a Services sales or pre-sale engineering role

Certifications Required

• Required within 8 months of hire:
  • Microsoft 365 Fundamentals, Cisco Meraki CMNA, Microsoft Azure Fundamentals, AWS Cloud Practitioner, Google Cloud Digital Leader
• Required within 12 months of hire:
  • Azure Administrator Associate or AWS Solutions Architect Associate

Unique Requirements

• Travel to conferences, meetings and partner/customer sites as needed, up to 25%

Additional Information

• The estimated annual pay range for this position is $65,000 - $200,000 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