SHI International Corp.

Account Executive

• Master SHI’s value proposition to consistently exceed revenue and profit goals, and develop penetrating sales strategies and pricing proposals.
• Cultivate relationships with existing customers and establish new ones through targeted sales techniques, including cold calling, meetings, and networking.
• Identify and create opportunities in the sales pipeline to achieve sales targets, develop business with existing customers, and establish new customers using targeted sales techniques.
• Collaborate with sales management to identify and manage sales opportunities, aiming to meet or exceed quarterly and annual targets.
• Build proactive partnerships with internal SHI support teams and external industry partners to drive business and maintain joint selling initiatives.
• Understand customer’s business objectives, IT priorities, and initiatives to provide tailored solutions.
• Position and effectively communicate SHI’s portfolio of products, solutions, services, and capabilities to customers and partners.
• Be aware of SHI’s industry competition and how to properly showcase our offerings and defend SHI’s value to win new business.
• Foster successful cross-department relationships and engage with extended SHI support teams for identifying new business opportunities and leveraging support resources.
• Build market awareness of SHI through participation in local/regional industry events, organizations, and affiliations.
• Continuously educate oneself to remain current on industry trends, products, and market conditions.

Enterprise Account Executive

Account Executive, PubSec

• Master SHI’s value proposition to consistently exceed revenue and profit goals
• Cultivate relationships with existing customers and establish new ones through targeted sales techniques
• Identify and create opportunities in the sales pipeline to achieve sales targets
• Collaborate with sales management to identify and manage sales opportunities
• Build proactive partnerships with internal SHI support teams and external industry partners

PubSec Account Executive

Manager

• Execute strategies and tactics to deliver a qualified pipeline of Microsoft contract opportunities with pursuit and win plans for each
• Maintain the Strategic Business Capture system using internal and external resources
• Research and analyze available data to identify competitive buying trends utilizing a variety of sources to include State Budgets, government trade sources and procurement sites such as Navigator, SmartProcure, GovWin and Onvia
• Collaborate with Public Sector Sales teams, Proposal Writing teams, Proposals and Compliance teams to create and maintain Capture Plans
• Understand and navigate government contracting vehicles and procedures
• Establish external teaming partnerships related to capture pursuits
• Act as the capture lead in coordination with key internal stakeholders (e.g., partner teams, sales teams, proposal team, contracts, writers) to position SHI and our partners to win the business
• Gather intelligence, assess competitors, and help position SHI to win new Microsoft contracts
• Define win strategy criteria based upon RFP and information acquired in the qualification phase
• Lead Microsoft program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing
• Conduct after-action reviews for business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions
• Interface between the Business Development team and internal and external stakeholders (prime or subcontractors, business group units)
• Mentor and counsel Microsoft account managers, field account executives, sales managers, and proposal writers through the contract capture process
• Attend conferences and other external meetings to explore business development opportunities
• Support continual business development process improvement
• Maintain appropriate records and documentation; tracking, monitoring, and reporting data to support business development
• Evangelize and enable use of profitable, strategic contracts to SHI sellers
• Educate internal and external parties on the benefits, terms and conditions, and operational aspects of key contracts, both lxl and in group training settings.

Senior Contract Development Manager

Security Engineer

• Responsible for the acquisition of net-new security business within a given territory.
• Proactively leverage SHI data, alongside partner information, to identify and generate sales opportunities.
• Serve as a customer-facing subject matter expert to build a pipeline and close security deals.
• Engage with Enterprise sales and technical teams to initiate the product sales cycle, qualify opportunities, and close open pipeline.
• Guide customers through foundational governance best practices to allow for successful and scalable cloud adoption.

Security Solutions Advisor

Director

• Develop and execute a strategic sales plan to achieve organizational sales targets and drive revenue growth in alignment with business objectives.
• Provide dynamic leadership to the sales team, cultivating a high-performance culture through effective coaching, motivation, and performance management.
• Identify and pursue new business opportunities, leveraging market insights and competitive analysis to expand the customer base and increase market share.
• Build and maintain strong relationships with key clients, partners, and stakeholders to enhance customer satisfaction and loyalty.
• Oversee the sales budgeting and forecasting process, ensuring accurate financial planning and resource allocation.
• Monitor sales performance metrics and analyze data to identify trends, opportunities, and areas for improvement, driving accountability and continuous improvement.
• Collaborate with marketing and product teams to develop and implement effective sales strategies and campaigns that align with market demands.
• Ensure compliance with sales policies, procedures, and ethical standards, safeguarding the organization’s reputation and integrity.
• Drive innovation and continuous improvement in sales processes and practices to enhance efficiency and effectiveness.
• Report on sales performance, challenges, and strategic initiatives to senior leadership, providing actionable insights and recommendations.

Client Director

Marketing

• Build and own the marketing components of a comprehensive GTM strategy centered on SHI’s end‑to‑end ServiceNow solutions
• Lead demand and lead generation strategies that drive pipeline creation and revenue attainment
• Translate business growth objectives into annual and quarterly marketing plans, including campaigns, thought leadership, and partner funded programs
• Partner with Alliances to maximize MDF, co-marketing programs, and joint value propositions with ServiceNow and other software and cloud providers
• Oversee multichannel campaign execution (digital, events, field marketing, content syndication, webinars, paid media, email nurture, social)
• Build differentiated value propositions that clearly articulate SHI’s unique approach to ServiceNow as well as other software or cloud providers
• Develop storytelling frameworks, customer outcomes narratives, competitive positioning, and solution messaging
• Ensure consistent messaging across campaigns, sales enablement, digital platforms, and executive communications
• Lead continuous market analysis across ServiceNow and adjacent publisher and cloud ecosystems
• Deliver actionable insights that inform portfolio strategy, campaign focus areas, and regional field execution
• Own win/loss analysis and publish quarterly insights into sales, solutions, and executive leadership
• Build, alongside the Sales Enablement team, and own the development of sales enablement assets

Associate Director – Marketing

Solutions Engineer

• Collaborate with multiple layers of contacts within client organizations to strengthen customer relationships.
• Understand the company’s service offerings in all solution practice areas.
• Educate sales teams on cybersecurity solution selling and key technologies.
• Stay current on new technology, trends, and market behavior.
• Engage in self-study and independent work to increase job-related knowledge and skills.
• Develop collateral to assist with cybersecurity sales engagements.
• Develop use cases in the SHI lab to support sales engagements.

Presales Solutions Engineer – Endpoint

Strategic Account Executive

Recruitment

• Engage in active networking to identify and approach candidates.
• Conduct resume searches and initial contact with potential candidates.
• Maintain a network of active and passive candidates.
• Utilize sourcing practices including job boards and social media.
• Collaborate with hiring managers to understand hiring needs.
• Contribute to the development of recruiting strategies.
• Screen candidates and assist with interview scheduling.
• Participate in local career fairs and recruitment events.
• Support recruitment-related administrative tasks.
• Handle confidential information with discretion.

Talent Acquisition Specialist – II

• Act as a technical pre- sales expert for AI data center infrastructure, conducting site assessments, presenting solutions, and advising clients; may provide post-sales support
• Design and architect AI-optimized infrastructure for both physical and modular data centers, covering power, cooling, and redundancy
• Visit customer sites to assess and validate infrastructure requirements
• Coordinate with SHI Field Teams to align solutions, support implementation, and ensure project success
• Lead technical discussions with market-leading and emerging vendors (e.g., NVIDIA, Vertiv), influencing selection and product direction as needed
• Assess technologies and recommend strategic vendors for power and cooling components
• Serve as SME in power and cooling, guiding selection and optimization for AI environments
• Contribute as an AI SME across the SHI AGT team and within the SHI Power and Cooling COE by sharing best practices and supporting initiatives
• Recommend power alternatives, including renewables, energy storage, and efficient distribution to reduce costs and emissions
• Oversee the validation and integration of liquid cooling solutions for dense AI clusters in various data center types
• Evaluate existing and planned data centers for AI readiness and recommend infrastructure upgrades
• Collaborate across stakeholders to develop proofs-of-concept, RFx’s, and deployment plans for AI projects
• Monitor industry trends in sustainable power, cooling innovations, and modular advances
• Present and Train internal teams and customers on power and cooling best practices in AI data centers
• Analyze metrics and use CFD tools to optimize cooling performance in diverse data center formats

Senior Solutions Architect

• Manage day-to-day operations of the Security Solutions Advisors team
• Ensure prospecting into whitespace accounts through various means
• Drive growth by generating pipeline and executing on KPIs
• Act as a point of contact for escalations and ensure customer issues are addressed

Manager – Security Advisors

• Manage all sales activities with a focus on meeting Sales Targets
• Build a professional sales team (recruit, hire, and train new employees)
• Manage a professional sales team and oversee performance, coach, motivate, and mentor the team
• Execute Sales Motions, Campaigns, and drive exponential growth
• Drive sales strategy to develop new business with existing customers, and acquire new customers
• Drive Partner Field Engagement by establishing and developing strong Partner relationships
• Engage internal company resources into the Sales Process, such as Marketing to effectively create brand awareness
• Oversee accurate pipeline management
• Develop and deliver effective sales presentations to customers
• Schedule and attend customer appointments

Manager – Strategic Accounts

Risk

• Establish and maintain comprehensive risk management frameworks, policies, and procedures to ensure effective management of risks within the organization's risk appetite.
• Identify, analyze, and evaluate potential risks (operational, financial, strategic, compliance, reputational) that may impact the organization.
• Continuously monitor risk exposure and prepare regular risk reports and dashboards for senior management and stakeholders, including relevant metrics (KPI’s, KRI’s).
• Recommend, implement, and oversee risk mitigation and control measures to minimize the impact of identified risks.
• Collaborate with business units, leadership, auditors, and external partners to address risk-related issues and validate controls for third parties, key projects, and business changes.
• Ensure compliance with local, state, federal, and industry-specific regulations, staying current with industry trends and regulatory developments.
• Lead investigations and response actions for risk events, including root cause analysis, corrective action planning, and incident management.
• Conduct audits and control assessments, including liaison with internal and external auditors to ensure compliance with standards.
• Coordinate and enhance enterprise risk management (ERM) programs, integrating risk considerations into business planning and decision-making processes.
• Design and deliver training programs to increase risk awareness and foster a risk-conscious culture throughout the organization.
• Oversee technology platforms used for risk assessment, reporting, monitoring, and establish performance metrics (KPI’s, KRI’s).

Senior Manager – Risk

• 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, and stay 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.