Job Information
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
Responsibilities
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
Qualifications
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
#LI-LR1
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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