Solutions Engineer - Enterprise

SHI; Sacramento (CA); Remote; USD 160,000 - 260,000; Full time

Job summary

A leading IT solutions provider is seeking a Solutions Engineer - Enterprise to collaborate with account teams and design tailored infrastructure solutions. This position, based in California, involves building client relationships and managing technical sales processes. The ideal candidate has 3-5 years of experience, a Bachelor’s degree, and expertise in data center technologies. Compensation ranges from $160,000 to $260,000, depending on experience.

Benefits

Health, wellness, and financial benefits

Continuous professional growth

Diversity and inclusion commitment

Qualifications

• 3-5 years of experience in a similar role.
• Ability to travel to events as required.
• Advanced certification in mainstream technologies preferred.

Responsibilities

• Collaborate with customers for account retention.
• Design tailored infrastructure solutions.
• Build technical relationships with OEMs.
• Provide product training to sales teams.

Skills

Data Center sales experience

Designing data center infrastructures

Virtualization technologies

Communication of technical products

Expertise in mainstream technologies

Education

Bachelor’s Degree or relevant work experience

Tools

Dell Technologies

Cisco

AWS

Azure

Job description

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 $15 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.

Job Summary

The Solutions Engineer - Enterprise collaborates with account teams to assess customer data center environments and design tailored infrastructure solutions that align with business objectives. This role involves building technical relationships with OEMs, providing training to sales teams and customers, managing the solution practice pipeline, and engaging with various client contacts to identify technology opportunities across Data Center, Cloud, Network, Security, and Services spaces.

This position is a remote position required to reside in the surrounding San Francisco, CA or Orange County, CA area to support business needs as determined by SHI management.

Role Description

• Collaborate and engage with customers to ensure account retention and penetratemultiple lines ofsales entry forData Center,Cloud,Network, Security, Collaboration, and Servicesbusiness in existing accounts

• Understand the company’s services offerings in all solution practice areasby attending company training and expanding knowledge throughself-study

• Collaborate and engagewith multiple layers of contacts within an organization, including but not limited to sales teams,CIOs, IT Directors, CTOs, ApplicationManagers,etc.

• Buildthe region/territory based on strategic account planning done in collaboration with the account executive and extended team

• Develop relationships with the Local Technology Community (MFGs and SI Partners), and the appropriate customer technical personnel to establish market credibility and ensure the sales team understands the customer's ongoingneeds

• Educate and developsales teams ontechnicalselling,producttraining, services, and technology trendsbytaking advantage ofoffice hours,setting upformal training, andrelationship-building

• Collaborate with account teams to evaluate and understand customer data center environments and infrastructure technologies.

• Design and propose tailored infrastructure solutions that align with customers' business objectives.

• Build and maintain technical relationships with OEMs and strategic partners, and stay updated on the latest product information.

• Provide product training and technical education to the sales team and customers.

• Act as a trusted IT advisor for customers, partnering with Field Account Executives.

• Manage the solution practice pipeline by developing strategies for top prospects and acquiring new business.

• Identify and uncover technology opportunities within Data Center, Cloud, Network, Security, Collaboration, and Services spaces.

• Develop solutions that fit customers’ needs and budgets through strategic planning.

• Engage with multiple layers of client contacts, including CIOs, IT Directors, and CTOs, to ensure comprehensive account management.

• Educate and develop sales teams on technical selling, product training, services, and technology trends.

Behaviors and Competencies

• Presenting: Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.

• Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.

• Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.

• Detail-Oriented: Can manage complex tasks or projects, identifying errors or inconsistencies, and ensuring all details are addressed, necessary corrections are made, and quality is maintained.

• Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.

• Follow-Up: Can proactively identify tasks that require follow-up, initiate necessary actions, and contribute to efficient workflow management.

• Problem-Solving: Can proactively identify potential problems, initiate preventive measures, and propose and contribute to innovative solutions.

• Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.

• Documentation: Can develop comprehensive documentation standards, implement best practices, and ensure documentation supports operational efficiency.

• Results Orientation: Can set challenging goals for their team and lead them to achieve these goals, demonstrating a consistent track record of results.

Skill Level Requirements

• Experience working in complex Data Center sales opportunities - Intermediate

• Ability to design data center infrastructures that include hybrid cloud, hyper converged, software-defined data center (SDDC), infrastructure/platform as a service, automation, containerization, and Data Center Management Platforms - Intermediate

• Strong knowledge of Virtualization technologies, Hypervisors, server virtualization, Software Defined Data Center, containerization, and automation - Intermediate

• Ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process - Intermediate

• Expertise in mainstreamtechnologies to include: Dell Technologies, NetApp, HPE,Cisco,Pure Storage, Azure, AWS, Veeam, Nutanix - Intermediate

• Experience with Disaster Recovery, Business Continuity and High Availability Solutions (backup/recovery, data protection, mirroring, active/standby, active/active, clustering) - Intermediate

Other Requirements

• Completed Bachelor’s Degree or relevant work experience required

• 3-5 years of experience in a similar role

• Ability to travel to SHI, Partner, and Customer Events

• Advanced certification in one or more of the following mainstream technologies preferred: Dell Technologies, Cisco, VMware, NetApp, Pure Storage, HPE, Azure, AWS, Commvault, Rubrik, Cohesity, Veeam, Nutanix

The estimated annual pay range for this position is $160,000 - $260,000 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