Job Summary

　　The InfrastructureSolutionsAEwillfocuson proactively engaging withassigned Strategic Divisioncustomers toidentify, quote, and closenet newServer, Storage, Network, Software,andServicesopportunities to meet assigned performance KPI’s and quotas.

　　InfrastructureSolutionsAE’s willbe responsible forworkingin tandem with the Strategic Account Executivesassigned to their shared accountstoidentifynet new opportunities andmanagethem through the full sales cycle with multiple stakeholders and resources.Infrastructuresolutionopportunitiesincludeservers,storage,backup/data protection, networking,software products, andservices.The InfrastructureSolutionsAEwillworka list of assignedaccounts.

　　TheInfrastructureSolutionsAEwillbe responsible fordeveloping both new and existing customer contactswith the various decision-makers and influencers at all levels at each target accountutilizinga consultative approach.They will proactively drivecustomer engagement,generate net newopportunities, andutilizethe Strategic Sales Divisionsfocus partnersto drive profitable growthin our infrastructure business.

　　TheAEwillbe responsible forprospectingandrunningsales campaigns for specificfocusedPartners,SHIsolution sets,andSHI initiatives (such as sustainabilityor diversity)to uncover opportunities for infrastructure solutions.

　　This position is remote with travelrequiredforallocatedfuture statetrainingsand 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:

　　Drivenet newaccount growth and develop a sales pipeline forfocusedinfrastructurepartners(including hybrid cloud, data center, networking, storage, and backup/data protection) opportunities.

　　Meet in-personwith prospects to discover, defend,andacquirenew business across thefocusedinfrastructure solution areas.

　　Generate and drivepipelineby understanding customer needs and positioning relevant SHI solutions and services.

　　Develop relationships withSHIinfrastructure focusPartnersecosystem and theappropriate customertechnical personnel toestablishmarket credibility and ensure the sales team understands thebusiness challenges ofassigned customers.

　　Qualify opportunities usingtheBANTlead 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 totheCIO, CTO, Vice Presidents, Directors of IT, IT Managers, etc.  

　　Build strong relationships and trustwithbusiness and technical decision-makers.

　　Engage with customers to ensure account retention anddevelop relationships with contacts across multiple lines of business withinassignedaccounts.  

　　Manage the technical solution sales cycleandreportweekly updates within SHI’s CRM system.

　　Attend ongoing trainingand leverage self-study to learn about andunderstand our focus Partner’s products andto learn aboutSHI’s service offerings for hybrid cloud, data center, networking, storage, and backup/data protection.

　　Lead Partnerand customer calls,presentations, andonsite meetingsboth independently andwith 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 todetermineissues holding their teamback from successfully closing infrastructure deals, and work with them to resolve those issues. 

　　Obtainassigned technical andsales certifications.

　　Qualifications

　　Bachelor's Degree or relevant work experience required

　　Minimum5years in an Outside Sales/Partner/Vendor Supportor Presales Specialist role.

　　Proven track record of driving results and exceeding expectations

　　Ability to deliver a compellingvalue proposition focused on SHIinfrastructure solutions and service offerings.

　　Foundational knowledge of Virtualization technologies, Hypervisors,serverand 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 Partnerandcustomer calls/presentations/onsite meetingsat the executive level withintheclient base.

　　Ability to take a proactive approach in developing andfosteringrelationships.

　　Ability to keep current on necessarytechnical andsales certifications. 

　　Strong understanding of technologies andPartners that driveinfrastructuresolution 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 inacollaborativemanner 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 attendcustomer sales meetings, OEM events, and internal meetings.

　　Extended hours arerequiredto 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

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　　Job Locations US-WA-Seattle

　　Requisition ID 2024-16169

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

　　Approved Max (Total Target Comp) USD $150,000.00/Yr.

　　Compensation Structure Base Plus Bonus

　　Category Presales/Post Sales Support