SHI International Corp.

Risk

• Identify, assess, and monitor operational, financial, reputational, and strategic risks across the organization.
• Develop, implement, and update risk management policies, procedures, and mitigation plans to ensure risks are managed within the organization’s risk appetite.
• Collaborate with all departments to understand and address their specific risks, and provide guidance on mitigation measures.
• Maintain and support the Risk and Resiliency (R&R) tool, including integration with ancillary systems.
• Lead training, communication, and awareness initiatives to build risk management capability across the firm.
• Create, update, and maintain risk documentation, including policies, standards, guidelines, process flows, the PRC library, and Risk Register.
• Ensure accurate Risk and Control Self-Assessments (RCSA), conduct control reviews for projects, business changes, third parties, and health checks, and evaluate the effectiveness of control programs.
• Conduct internal governance reviews, support audits, and partner with business managers to document and remediate risks.
• Identify and implement process improvements to strengthen controls, improve efficiency, and drive cost savings.
• Stay informed of industry trends and regulatory changes in risk management.
• Develop and present risk reports, KPIs, and KRIs for management and board review; engage management on recommended actions.
• Support Incident Response & Management efforts by identifying risks, providing metrics, and assisting as needed.

Senior Risk Analyst

Solutions Engineer

• 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.

Solutions Engineer – Strategic

Manager

• Develop, maintain, and update comprehensive business continuity and disaster recovery plans across all business units, ensuring alignment with industry standards and best practices.
• Conduct risk assessments and business impact analyses to identify threats and vulnerabilities and collaborate with stakeholders to develop and implement mitigation strategies.
• Stay current on emerging risks, industry trends, and regulatory requirements, ensuring business continuity initiatives remain compliant and effective.
• Plan, coordinate, and lead regular training, testing, and disaster recovery exercises, including obtaining stakeholder approval and managing cross-functional teams to ensure organizational readiness and continuous improvement.
• Serve as the primary incident coordinator, managing response efforts, communications, and reporting during disruptions.
• Monitor, analyze, and report on the effectiveness of continuity plans, recommending and implementing improvements as needed.
• Manage relationships with external partners and vendors to support continuity objectives.
• Act as a Subject Matter Expert for IT Disaster Recovery, coordinating activities with IT and business partners, and providing technical consulting for complex solutions.
• Advise business units on contracts, statements of work, and continuity plans for outsourced services to ensure compliance and alignment.
• Administer Risk and Resiliency (R&R) tools/systems, policy and standards, user training, documentation, and data validation.
• Support internal BCM governance and operational resilience reviews, website content management, and responses to RFPs and third-party requests.
• Oversee and optimize resource allocation for business continuity initiatives.
• Coordinate cross-functional teams during crises to ensure a unified and effective response.
• Develop succession and continuity plans for key roles and leadership positions.

Manager – Business Continuity

Analyst

• Support the development, communication, and training of the Business Continuity Management (BCM) program.
• Ensure BCM activities align with current standards, policies, and regulations.
• Assist in implementing and overseeing BCM programs, focusing on risk mitigation and effective controls.
• Develop and present BCM reports, metrics, and data visualizations for management.
• Serve as a BCM subject matter expert and liaison with business partners.
• Collaborate to create, update, and test BC/DR/CM plans; conduct business impact analyses.
• Support crisis management planning and incident response.
• Review and maintain internal BCM documentation, website content, and standards.
• Assist with audits, assessments, governance reviews, and tool administration.
• Train users and ensure quality data in BCM systems.
• Support readiness initiatives for business disruptions and produce timely, accurate deliverables.

Resiliency Analyst

• Collaboration with multiple layers of contacts within client organizations, including but not limited to CIO, CSO, CISO, Security Engineers, and procurement to strengthen our overall customer relationship and better understand the goals and objectives they are trying to achieve.
• Understand the company’s services offerings in all solution practice areas by attending company training and expanding knowledge through self-study.
• Educate sales teams on cybersecurity solution selling and key technologies through 1x1, team, and company training.
• Staying current on new technology, trends, and market behavior by studying market trends and the industry landscape.
• Engaging in self-study and independent work in lab facilities to increase job-related knowledge and skills.
• Developing collateral to assist with cybersecurity sales engagements.
• Developing use cases in the SHI lab to support sales engagements.

Presales Solutions Engineer – Data Protection

Sales

• 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.

Director – Enterprise Sales

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.

Account Executive – Healthcare

• 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.
• Build market awareness of SHI through participation in local/regional industry events, organizations, and affiliations.

Account Executive, Healthcare

Outside Sales

• Lead, coach, and develop a team of Healthcare Account Executives supporting provider and healthcare accounts across the East Coast region.
• Partner closely with the Sr. Sales Director to execute the healthcare go-to-market strategy, achieve revenue and margin targets, and improve territory performance.
• Drive adherence to SHI sales processes, including pipeline management, forecasting, account planning, and deal governance.
• Collaborate with internal teams (inside sales, operations, finance, partners, marketing, and technical resources) to streamline workflows and improve process efficiency.
• Monitor performance metrics, provide regular coaching and feedback, and manage performance improvement plans where needed.

Manager – Field Sales, Healthcare

Pre-sales Engineer

Presales Engineer

• Lead, coach, and develop a team of Healthcare Account Executives supporting provider and healthcare accounts across the East Coast region.
• Partner closely with the Sr. Sales Director to execute the healthcare go-to-market strategy, achieve revenue and margin targets, and improve territory performance.
• Remove operational and internal obstacles for sellers by navigating SHI’s internal resources, processes, and escalation paths on their behalf.
• Drive adherence to SHI sales processes, including pipeline management, forecasting, account planning, and deal governance.
• Collaborate with internal teams (inside sales, operations, finance, partners, marketing, and technical resources) to streamline workflows and improve process efficiency.
• Identify and implement internal process improvements that increase seller productivity and customer responsiveness within the healthcare segment.
• Provide hands-on support for early-stage and complex deals, including structuring, approvals, and coordination of resources.
• Onboard, mentor, and ramp new Account Executives, with a focus on teaching SHI best practices, internal tools, and engagement models.
• Monitor performance metrics, provide regular coaching and feedback, and manage performance improvement plans where needed.
• Represent the healthcare field sales team in internal discussions, advocating for needed support, resources, and systemic changes.

Field Sales Manager – Healthcare

Program Manager

• The PMO Manager leads the establishment and continuous improvement of project management processes.
• Oversees the organisational project portfolio and facilitates communication among stakeholders.
• Develops and manages project budgets, timelines, and resources.
• Tracks and reports on project performance, providing regular updates to stakeholders.
• Drive the adoption and integration of innovative project management tools to enhance productivity and efficiency.

Senior Program Manager – International PMO

Strategic Account Executive

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Solutions Architect – Azure

• Master SHI’s value proposition to consistently exceed revenue and profit goals
• Leverage existing relationships with assigned customers and markets
• Manage account relationships through senior-level engagements
• Engage in contract discussions and finalize agreements that benefit both the client and SHI
• Collaborate closely with support teams to meet customer needs and increase market awareness