[Hiring] Presales Solutions Specialist @SHI International Corp.

Role Description

Support Commercial Account Executives across a high volume of network opportunities. Respond quickly with clear, right-sized recommendations.

• Join customer calls to uncover network needs and refresh opportunities. Position solutions in terms of cost, simplicity and business impact.
• Help reps build pipeline. Run campaigns and account reviews to find upgrade, refresh and renewal opportunities in the install base.
• Build quotes and configurations, mainly in Cisco Commerce Workspace (CCW). Recommend Cisco, Meraki and comparable vendor solutions that fit the customer's budget.
• Lead repeatable plays such as Meraki, SD-WAN, wireless refresh, switching refresh, SASE and secure access. Bundle with Security, Data Center, Cloud and Services where it fits.
• Use OEM programs, promotions and deal registration to improve win rates and margin.
• Escalate larger or more complex opportunities to Architects and Enterprise Engineers. Hand them clean notes for a smooth transition.
• Coach reps through 1x1 sessions, team huddles and short enablement sessions on network basics, objection handling and competitive positioning.
• Track your pipeline and activity in CRM and report on progress against targets.
• Represent SHI at partner and customer events, including regional and virtual ones.

Qualifications

• Ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently - Basic
• Proficiency in utilizing Customer Relationship Management (CRM) software to manage and analyze customer interactions and data throughout the customer lifecycle, improving customer service, retention, and sales growth - Basic
• Proficiency in utilizing Cisco's suite of tools such as CCW, Connect the Dots, EOL/EOS Newsletters, Webex Teams, Datasheets, Installation Guides, and Customer Service Hub to support technical and sales-related tasks - Basic
• Ability to understand and articulate various security technologies, including firewalls, endpoint protection, email security, and identity management, to identify and address customer security challenges - Basic
• Skilled in providing guidance and mentorship to teams to enhance their performance and support their professional development - Basic

Requirements

• Completed Bachelor’s Degree or relevant work experience required
• 2+ years working with Cisco networking (switching, routing, wireless, Nexus, Meraki) in a sales, presales or technical role.
• Working knowledge of LAN, WAN, SD-WAN, wireless, SASE/SSE and secure access (intermediate).
• Familiarity with competing vendors: Aruba, Juniper, HPE, Arista.
• Willingness to travel to SHI, partner and customer events - up to 10%

Preferred

• Sales or technical certifications (Meraki CMNA, CCNA/CCNP or equivalent).
• Experience in a Commercial, SMB or mid-market sales environment.
• Experience with a pipeline or quota.

Benefits

• The estimated annual pay range for this position is $100,000 - $150,000 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