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SHI Technology Sales Specialist - Strategic in Topeka, Kansas

Job Summary

The Technology Solution Specialist - Strategic acts as a resource and liaison between our customers, SHI dedicated Partner Specialists, and Solution Architects that align with their respective Account Executive and Account Manager teams. Theywill be responsible for proactively driving customer engagement, opportunity generation, and profitable growth with Strategic's focus partners and associated business.They will utilize a consultative approach to uncover opportunities involving data center, edge, core and cloud built with compute, storage and networking technologies. And, they will partner with the Account Executive to qualify and develop these opportunities for the Next Generation Infrastructure practice.This position will be primarily focused on proactively engaging with customers to generate net new opportunities, support segment initiatives, and will develop and maintain relevant technical acumen. You will play an integral role in educating and enabling our customers and internal teams on the role Next Gen Infrastructure plays in delivering business value across the Strategic market. The TSS role will report to the Manager, Technology Sales - Strategic.

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

About Us

Founded in 1989, SHI International Corp. is a $12 billion global provider of IT solutions and services, and currently has over 5,000 dedicated employees worldwide.

To learn more about SHI International Corp, visit our website: www.shi.com/careers

What SHI Can Offer:

  • World Class Facility includes on site gyms and cafeterias

  • Ongoing opportunities for personal and professional growth and development due to our strong promote from within philosophy

  • Work in an up-beat, creative, and fun environment

  • Benefits including medical, vision, dental, 401K, and flexible spending


Include, but are not limited to:

  • Drive account growth and develop a sales pipeline for SHI Next Gen Infrastructure opportunities by profiling customers, prospecting into new accounts, uncovering opportunities, landing meetings, and qualifying opportunities

  • Following up with prospects to discover, defend and acquire new business across the Next Gen Infrastructure solution area

  • Develop close relationships with Sales Leadership, Account Executives, Solution Architects, Partner Contacts, and the greater Strategic Segment for strategic planning and increased adoption of the Next Gen Infrastructure solution area

  • Generate and drive pipeline by understanding customer needs and positioning relevant SHI solutions and services

  • Develop relationships with our focus partner ecosystem and the appropriate customer technical personnel to establish market credibility and ensure the sales team understands the customer's on-going needs

  • Collaborate with sales teams and drive the sales process of the solution, including identifying the opportunity, qualifying, forecasting, decision making criteria, and closing 

  • Collaborate and engage with multiple layers of contacts within an organization, including but not limited to CIO, CTO, VPs and Directors of IT, etc. 

  • Build strong relationships and trust by bridging the gap between business and technical decision makers

  • Engage with customers to ensure account retention and penetrate multiple lines of sales entry for Data Center, Edge, Core, Cloud, Network and Services business in existing accounts  

  • Educate customers with product training

  • Managing the technical solution sales cycle

  • Responsible for managing pipeline, customer success metrics and tracking to key results

  • Ongoing training and learning to understand the SHI’s services offerings in the Next Gen Infrastructure solution practice – leveraging company and partner trainings and self-study 

  • Stay educated on new services, technology, and program updates from elected partners

  • Demonstrates leadership to ensure that the company’s recommended solutions are comprehensive, achieve customer expectations and meet customer business needs and planning 

  • Present at customer events and travel to market where appropriate


  • A passion to hunt for new business

  • Proven track record of driving results and exceeding expectations

  • Bachelor’s Degree or equivalent work experience

  • Minimum 3 years in a technology sales role, preferably a sales role focused around driving new business

  • Well-rounded working job knowledge of hardware/software/licensing products

  • Possess an upbeat and enthusiastic attitude about SHI and sales

  • Ability to deliver a compelling story around Next Generation Infrastructure solutions and service offerings

  • Foundational knowledge of Virtualization technologies, Hypervisors, server and desktop virtualization (i.e. VMware, Hyper-V, Citrix, VDI)

  • Experience with mainstream technologies to include: Dell, NetApp, HPE, Cisco, Palo Alto, Pure Storage, Azure and AWS

  • Ability to train and disseminate information across sales organization

  • Consultative approach to cloud, virtualization, storage, networking, and server technology

  • Proficient with Microsoft Office Products Visio, PowerPoint, Excel, Word



Required Skills

  • Proven track record of success in IT solution sales

  • Ability to excel in a high-performing and fast-paced environment

  • Ability to build successful relationships through active listening

  • Strong written and verbal communication skills

  • Self-starter with the ability to execute with little oversight from others

  • Ability to work effectively, add value as a team member and assume a leadership role for the team.

  • Strong problem solving, organizational and interpersonal skills

  • Ability to assess a situation and adapt approach for best efficiency and effectiveness

  • Strong negotiation and motivational skills

  • Ability to work effectively, add value as a team member and assume a leadership role for the team.

  • Ability to train and disseminate information within an Area or Operation

  • 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

  • Excellent presentation skills

  • Demonstrated technical and consultative skills

  • Working knowledge of Dynamics CRM, Excel, Outlook, and PowerPoint

Certifications Required

  • Applicable technical industry certifications preferred.

Unique Requirements

  • Travel to present at customer events and travel to market where appropriate, up to 25%

Additional Information

  • The estimated annual pay range for this position is $100,000 - $140,000 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

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Job Locations US-Remote

Requisition ID 2023-13361

Approved Min (Total Target Comp) USD $100,000.00/Yr.

Approved Max (Total Target Comp) USD $140,000.00/Yr.

Compensation Structure Base Plus Bonus

Category Presales/Post Sales Support