Solutions Engineer - Enterprise

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. 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, and world-class facilities.

About the Role

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 remote but requires residency in the Philadelphia, PA area to support business needs.

Responsibilities

• 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, staying 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: Design and deliver engaging presentations, adapting content and style to suit the audience, context, and medium.
• Negotiation: Proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
• Communication: Effectively communicate complex ideas and information to diverse audiences and facilitate communication between others.
• Detail-Oriented: Manage complex tasks or projects, identify errors or inconsistencies, and ensure all details are addressed and quality is maintained.
• Organization: Coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.
• Follow-Up: Proactively identify tasks requiring follow-up, initiate necessary actions, and contribute to efficient workflow management.
• Problem-Solving: Proactively identify potential problems, initiate preventive measures, and propose innovative solutions.
• Relationship Building: Proactively seek opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
• Documentation: Develop comprehensive documentation standards, implement best practices, and ensure documentation supports operational efficiency.
• Results Orientation: Set challenging goals for the team and lead them to achieve these goals, demonstrating a consistent track record of results.

Requirements

• Intermediate experience working in complex Data Center sales opportunities.
• Intermediate ability to design data center infrastructures including hybrid cloud, hyper-converged, software-defined data center (SDDC), infrastructure/platform as a service, automation, containerization, and Data Center Management Platforms.
• Intermediate 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.
• Intermediate expertise in mainstream technologies: 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).
• Completed Bachelor’s Degree or relevant work experience.
• 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.

Pay

The estimated annual pay range for this position is $160,000 - $260,000, which includes a base salary and bonus. Compensation varies based on job-related knowledge, skills, experience, and market location.

Benefits

• Medical, vision, and dental coverage.
• 401K retirement plan.
• Flexible spending accounts.