Solutions Executive - AI (West)

Job Summary

The AI Solutions Executive will be a presales expert on SHI’s AI Portfolio and Capabilities for the Sales Teams within their defined territory. The AI Solutions Executive will also serve as the Presales liaison of the technical resources within the Advanced Solutions Group. The AI Solutions Executive will directly support SHI Account Executives and Sales Teams by equipping them and their customers to understand and receive the right solutions that meet their needs. The AI Solutions Executive will work closely with Sales Teams to inform, provide guidance, improve the quality of meetings, and assist in identifying and closing AI-related business opportunities. 

The AI Solutions Executive will report to the Director of AI Presales and will be required to reside in the West region to support specific sales teams. The position is a remote position with a Home Office setup unless specified to report to SHI’s Austin, TX, Headquarters or 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 with sales teams to drive the sales process of AI Solutions within the portfolio while also coordinating with technical resources within ASG to maximize the amount of new AI lines of business opportunities identified and closed
• Coach the sales teams to position, identify, and qualify opportunities with AI Services, Infrastructure, and Solutions to grow Gross Margin (GM) across Customer Accounts
• Proactively profile and provide focused collateral based on Sales Teams’ Target Accounts within the assigned Territory
• Assist with Lead Gathering, Nurturing, Distribution, Prospecting, and Qualification from AI-related Campaigns, sales plays and marketing activities.
• Assist in gathering internal and external feedback from engagements and be able to offer suggestions to improve Customer Experience
• Frequently interface with AEs to discuss individual accounts, activities, and AI-related opportunities with the Customers and Prospects they cover
• Provide regular reporting, CRM maintenance, analysis of business results, and joint pipeline to business leaders and stakeholders
• Serve as an ambassador of SHI’s Value in AI and work to triage requests to the appropriate resources within ASG
• Ensure AE and Sellers’ activities are tightly aligned with AI Pursuit Team’s and Sales Leadership’s goals within the assigned territory
• Keep current on all SHI’s AI programs, offerings, and processes while educating the sales force on changes by regularly meeting with the team to inform, update, and include appropriate ASG Technical Resources where needed
• When appropriate, provide direct assistance to Customers and Prospects to discuss SHI’s Value Add and Capabilities within SHI’s AI Portfolio of solutions and services
• Lead initial discovery and qualification of early-stage AI Opportunities to help position logical next steps to move opportunities through the sales cycle
• Actively stay up to date on company, competition, strategic vendors, Partnerships (OEMs), AI technology landscape, and industry trends

Qualifications

• Bachelor’s Degree or equivalent experience required
• 2-3 Years of Sales Experience or Technology Channel Sales Management
• 2-3 Years of helping to identify new business and generate pipeline
• Strong Background in the Microsoft Office suite of products
• Background in CRM Systems (Microsoft Dynamics a plus)

Required Skills

• Ability to build and execute cross-functional plans to achieve defined objectives
• Ability to analyze and interpret business goals and develop an action plan
• Ability to build strong relationships with a sales organization
• Creative and strategic thinking with excellent decision-making skills
• A Passion for uncovering new business and ensuring positive customer experiences
• Ability to manage a regional business with minimal input from Management
• Possess exceptional communication skills—both written and verbal 
• Ability to educate and train the sales force on the tools, products, and available programs
• Ability to keep current on the portfolio of solutions, industry trends, and updates
• Ability to provide forecasting and reporting at requested intervals
• Strong presentation, public speaking, organization, and follow-up skills - both internal and customer-facing
• Effectively communicate complex subject matter in understandable terms based on the audience
• Continue mastering the basic concepts of professionalism, sales, and technology while building your brand
• Strong Ability to contribute to team meetings, share ideas, and take initiative

Unique Requirements

• The position requires up to 30% travel to be in the field and on sites with SHI Sellers, attend conferences, and periodic SHI meetings as determined by management

Additional Information

• The estimated annual pay range for this position is $120,000 - $180,000 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