Job Summary

The Infrastructure Solutions AE will focus on proactively engaging with assigned Strategic Division customers to identify, quote, and close net new Server, Storage, Network, Software, and Services opportunities to meet assigned performance KPI’s and quotas. 

Infrastructure Solutions AE’s will be responsible for working in tandem with the Strategic Account Executives assigned to their shared accounts to identify net new opportunities and manage them through the full sales cycle with multiple stakeholders and resources. Infrastructure solution opportunities include servers, storage, backup/data protection, networking, software products, and services. The Infrastructure Solutions AE will work a list of assigned accounts.

The Infrastructure Solutions AE will be responsible for developing both new and existing customer contacts with the various decision-makers and influencers at all levels at each target account utilizing a consultative approach. They will proactively drive customer engagement, generate net new opportunities, and utilize the Strategic Sales Divisions focus partners to drive profitable growth in our infrastructure business.

The AE will be responsible for prospecting and running sales campaigns for specific focused Partners, SHI solution sets, and SHI initiatives (such as sustainability or diversity) to uncover opportunities for infrastructure solutions.

This position is remote with travel required for allocated future state trainings and sales/customer meetings. 

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 are not limited to: 

• Drive net new account growth and develop a sales pipeline for focused infrastructure partners (including hybrid cloud, data center, networking, storage, and backup/data protection) opportunities. 
• Meet in-person with prospects to discover, defend, and acquire new business across the focused infrastructure solution areas. 
• Generate and drive pipeline by understanding customer needs and positioning relevant SHI solutions and services. 
• Develop relationships with SHI infrastructure focus Partners ecosystem and the appropriate customer technical personnel to establish market credibility and ensure the sales team understands the business challenges of assigned customers. 
• Qualify opportunities using the BANT lead qualification method, and then work with the Core Sales Engineer to hand off the opportunity for further development.
• Collaborate and engage with multiple layers of contacts within an organization, including but not limited to the CIO, CTO, Vice Presidents, Directors of IT, IT Managers, etc.
• Build strong relationships and trust with business and technical decision-makers. 
• Engage with customers to ensure account retention and develop relationships with contacts across multiple lines of business within assigned accounts.
• Manage the technical solution sales cycle and report weekly updates within SHI’s CRM system. 
• Attend ongoing training and leverage self-study to learn about and understand our focus Partner’s products and to learn about SHI’s service offerings for hybrid cloud, data center, networking, storage, and backup/data protection. 
• Lead Partner and customer calls, presentations, and onsite meetings both independently and with Account Executives, Core Sales Engineers, and Inside Sales Account Managers to help build new business. 
• Proactively work to develop and foster relationships between Partner(s), Sellers, and Core Sales Engineers 
• Attend Partner field events, trainings, and account mapping sessions. 
• Lead conversations with Regional Directors to determine issues holding their team back from successfully closing infrastructure deals, and work with them to resolve those issues.
• Obtain assigned technical and sales certifications. 

Qualifications

• Bachelor's Degree or relevant work experience required

• Minimum 5 years in an Outside Sales/Partner/Vendor Support or Presales Specialist role.
• Proven track record of driving results and exceeding expectations
• Ability to deliver a compelling value proposition focused on SHI infrastructure solutions and service offerings. 
• Foundational knowledge of Virtualization technologies, Hypervisors, server and desktop virtualization (i.e. VMware, Hyper-V, Citrix, VDI).
• Consultative approach to cloud, virtualization, storage, networking, and server technology . 

Required Skills

• Ability to work well both independently and in a team environment. 
• Ability to understand and embrace the SHI story and Core Values. 
• Ability to manage and report on a sales pipeline. 
• Ability to confidently lead Partner and customer calls/presentations/onsite meetings at the executive level within the client base. 
• Ability to take a proactive approach in developing and fostering relationships. 
• Ability to keep current on necessary technical and sales certifications.
• Strong understanding of technologies and Partners that drive infrastructure solution sales. 
• Ability to analyze raw data and draw out key trends and observations supported by relevant data. 
• Ability to work within a high-energy sales environment and have a desire to work in a collaborative manner across other teams. 
• Working knowledge of Dynamics CRM, Excel, Outlook, and PowerPoint
• Proficient with Microsoft Office Products Visio, Excel, Word. 

Unique Requirements

• Position requires regular travel to attend customer sales meetings, OEM events, and internal meetings. 
• Extended hours are required to complete some projects and Partner certifications, as assigned. 

Additional Information

• The estimated annual pay range for this position is $100,000 - $150,000 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