[Hiring] Solutions Executive @SHI International Corp.

Role Description

SHI is a Dell Technologies Titanium Black Partner, and Dell is SHI’s #1 hardware partner. The Dell Specialty Sales Solutions Executive focuses only on Dell sales. The job is to find and win refresh opportunities across storage, servers, and end-user computing (EUC).

• Building Pipeline from Refresh Cycles
  • Use Dell install base, warranty and support end dates, and SHI purchase history to find customers coming up on a refresh, and contact them early.
  • Keep a rolling 6–18 month refresh calendar for assigned accounts and turn it into qualified pipeline.
  • Do outbound outreach (calls, email, LinkedIn, campaigns) to IT directors, infrastructure managers, and end-user computing leaders.
  • Find and expand on opportunities to attach technologies at refresh, e.g., storage consolidation, server modernization, Data Protection, AI-ready PCs, and Dell APEX subscriptions.
• Customer Conversations at a 100 – 200 Level
  • Run discovery on the customer’s current environment: workloads, capacity, performance, device fleet age, and support status.
  • Explain Dell product lines and roadmaps in plain business language, including:
    • Storage: PowerStore, PowerScale, PowerMax, PowerProtect
    • Servers and hyperconverged: PowerEdge, VxRail, Dell Private Cloud
    • EUC: AI PCs
  • Explain how the technology works in the customer’s environment: what it replaces, what it connects to, and what changes for the customer.
  • Know when to bring in Solutions Engineers or Dell specialists for deeper design work.
• Sales Execution
  • Dell deal registration, proposals for refresh opportunities, meeting SHI deal registration requirements and assist with quoting.
  • Position SHI’s added services: Integration Center configuration and imaging, deployment, migrations, asset management, and device disposition.
  • Hit quarterly and annual targets for bookings, gross profit, and pipeline.
  • Keep CRM data accurate: refresh dates, opportunity stages, and forecast.
• Partner and Internal Alignment
  • Act as the Dell refresh resource for assigned Account Executives and teach them about Dell programs, promotions, and spiffs.
  • Work with Dell channel and direct teams on account mapping, joint campaigns, and funding.
  • Feed product, pricing, and market feedback to SHI’s Dell partner team.

Qualifications

• Completed Bachelor’s Degree or relevant work experience required.
• 2-4 years of experience in technology sales, inside sales, or partner/OEM specialist work.
• Ability to travel 20%.
• Dell Technologies sales accreditations (Storage, Server, Client AI) preferred.
• Experience at a solution provider preferred.
• Familiarity with Dell programs: deal registration, APEX, ProSupport, Dell Financial Services.

Requirements

• The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently - Intermediate.
• 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 - Intermediate.

Benefits

• Medical, vision, dental, 401K, and flexible spending.

Company Description

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.
• 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.