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 $16 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 7,000 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 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. Le Solutions Engineer collabore avec les équipes pour évaluer les centres de données des clients et concevoir des solutions d’infrastructure adaptées à leurs objectifs. Ce rôle implique la création de relations techniques avec les OEMs, la formation des équipes de vente et des clients, la gestion du pipeline de solutions, et l’identification d’opportunités technologiques dans les domaines des centres de données, du cloud, du réseau, de la sécurité et des services. Role Description 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 mainstream technologies 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  Description du poste Collaborer avec les équipes de comptes pour évaluer et comprendre les environnements de centres de données et les technologies d’infrastructure des clients. Concevoir et proposer des solutions d’infrastructure personnalisées qui s’alignent sur les objectifs des clients. Établir et maintenir des relations techniques avec les OEMs et les partenaires stratégiques, et rester informé des nouveautés produits. Offrir des formations sur les produits et un accompagnement technique aux équipes de vente et aux clients. Agir comme conseiller IT de confiance auprès des clients, en partenariat avec les équipes sur le terrain. Gérer le pipeline de solutions en développant des stratégies pour les prospects prioritaires et en acquérant de nouvelles affaires. Identifier et détecter les opportunités technologiques dans les domaines du centre de données, du cloud, du réseau, de la sécurité, de la collaboration et des services. Développer des solutions qui répondent aux besoins et aux budgets des clients grâce à une planification stratégique. Communiquer avec différents niveaux de contacts chez les clients, tels que les DSI, les directeurs IT et les CTO, pour assurer une gestion complète des comptes. Former et développer les équipes de vente sur la vente technique, la formation sur les produits, les services et les tendances technologiques. Comportements et compétences Présentation : Capacité à concevoir et à présenter des présentations captivantes, en adaptant le contenu et le style à l’audience, au contexte et au support. Négociation : Sait repérer les occasions de négociation, initier les discussions et contribuer à la résolution de conflits. Communication : Communique efficacement des idées et des informations complexes à des publics variés et facilite la communication entre les parties. Sens du détail : Gère des tâches ou projets complexes, repère les erreurs ou incohérences, corrige les éléments nécessaires et maintient la qualité. Organisation : Coordonne efficacement plusieurs projets, délègue les tâches au besoin et utilise des outils et méthodes organisationnels avancés. Suivi : Identifie proactivement les tâches nécessitant un suivi, initie les actions requises et contribue à une gestion efficace des flux de travail. Résolution de problèmes : Repère proactivement les problèmes potentiels, prend des mesures préventives et propose des solutions innovantes. Création de relations : Cherche activement à élargir son réseau, initie des collaborations et contribue à la cohésion de l’équipe. Documentation : Développe des standards complets de documentation, met en œuvre les meilleures pratiques et veille à ce que la documentation favorise l’efficacité opérationnelle. Orientation vers les résultats : Fixe des objectifs ambitieux pour l’atteint vers ses objectifs individuels en démontrant un historique constant des résultats individuels. Exigences de compétences Expérience dans la vente de solutions complexes pour des centres de données – niveau intermédiaire Capacité à concevoir des infrastructures de centres de données incluant hybrid cloud, hyper converged, software-defined data center (SDDC), infrastructure/platform as a service, automation, containerization et Data Center Management Platforms – niveau intermédiaire Solide connaissance des Virtualization technologies, Hypervisors, server virtualization, Software Defined Data Center, containerization et automation – niveau intermédiaire Capacité à communiquer et à vendre efficacement des produits ou services techniques complexes en comprenant les besoins des clients, en articulant la proposition de valeur et en fournissant une expertise technique pour soutenir le processus de vente – niveau intermédiaire Expertise dans les technologies principales telles que : Dell Technologies, NetApp, HPE, Cisco, Pure Storage, Azure, AWS, Veeam, Nutanix – niveau intermédiaire Expérience avec Disaster Recovery, Business Continuity et High Availability Solutions (backup/recovery, data protection, mirroring, active/standby, active/active, clustering) – niveau intermédiaire Autres exigences Diplôme universitaire ou expérience professionnelle pertinente requis 3 à 5 ans d’expérience dans un poste similaire Capacité à voyager pour des événements SHI, partenaires et clients Certification avancée dans une ou plusieurs des technologies principales suivantes : Dell Technologies, Cisco, VMware, NetApp, Pure Storage, HPE, Azure, AWS, Commvault, Rubrik, Cohesity, Veeam, Nutanix (préférée) The estimated annual pay range for this position is $175,000 - $225,000 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. La rémunération annuelle estimée pour ce poste se situe entre 175 000 $ et 225 000 $, incluant le salaire de base et le bonus. La rémunération dépend des connaissances, compétences, expériences et du marché local, et variera donc d’une personne à l’autre. Les avantages sociaux peuvent inclure, sans s’y limiter, l’assurance médicale, vision, dentaire, et des comptes de dépenses flexibles avec approbation. Égalité d’accès à l’emploi – H/F/Handicap/Vétéran protégé Equal Employment Opportunity – M/F/Disability/Protected Veteran Status

Requirements

Must-haves

Role Description
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

Nice-to-haves

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

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

azureaws

Platform: workday
Effort: long

Benefits

Benefits detected in the listing.

Dental

Vision

401k

Wellness