Commercial Field Solutions Engineer

Job Summary

The Commercial Field Solutions Engineer is a technology generalist working with larger customers and engaging in face-to-face meetings.  They will uncover and develop opportunities by building strong relationships with the customer alongside our sales teams. This individual will consult on data center, edge, core, cloud, security, collaboration, and services, and will understand how that technology enables business.   

This remote position is required to reside in a major metro area in the Northeastern U.S. to support business needs as determined by SHI management. 

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 not limited to:   

• Collaborate and engage with customers to ensure account retention and penetrate multiple lines of sales entry for Data Center, Cloud, Network, Security, Collaboration, and Services business in existing accounts
• Understand the company’s services offerings in all solution practice areas by attending company training and expanding knowledge through self-study
• Collaborate and engage with multiple layers of contacts within an organization, including but not limited to sales teams, CIOs, IT Directors, CTOs, Application Managers, etc.
• Build the 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 ongoing needs
• Educate and develop sales teams on technical selling, product training, services, and technology trends by taking advantage of office hours, setting up formal training, and relationship-building
• Responsible for the Solution Practice sales quota in their territory/pod
• Take ownership of the sales pipeline for Solution Practice opportunities by engaging where appropriate, following up with prospects to discover, defend and acquire new business 

Qualifications

• Bachelor’s degree or equivalent work experience
• 3-5+ years of experience working in complex Data Center sales opportunities
• 3-5+ years of pre-sales experience
• 3-5+ years of experience within Converged Infrastructure, Disaster Recovery, Business Continuity, High Availability Solutions, and Virtualization technologies
• 3-5+ years of demonstrated expertise in mainstream technologies: Dell/EMC, NetApp, HPE, Cisco, Palo Alto, Pure Storage, Azure, and AWS
• Experience with Public and Private Cloud Solutions
• Proficient with Microsoft Office Products Visio, PowerPoint, Excel, Word

Required Skills

• Deep technical storage and server knowledge
• Outstanding written and verbal communication
• Excellent presentation & negotiation skills
• Attention to detail, organization, and follow-up skills
• Initiative to research and resolve problems with a positive attitude
• Exceptional relationship building acumen
• Strong documentation skills to include system/network diagrams and presentations
• Possess a real passion for technology
• Ability to work effectively, add value as a team member and assume a leadership role for the team
• Ability to resolve and close complex technical and selling situations
• Ability to work effectively within all levels of an organization, both internally and externally
• Must be results driven with a strong sense of urgency
• Exceptional time management
• Demonstrated technical and consultative skills
• Ability to train and disseminate information within an Area or Operation
• Consultative approach to cloud, virtualization, storage, networking, and servers technology
• Proficient with Microsoft Office Products Visio, PowerPoint, Excel, Word

Unique Requirements

• Travel to client locations required up to 75%
• Extended hours are required to complete some special projects

Additional Information

• The estimated annual pay range for this position is $160,000 - $185,000 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