Field Solutions Engineer - Public Sector

SHI International · Home · $160,000–$220,000 (stated in the posting)

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 $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. But the heartbeat of SHI is our employees – all 7,000 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.

Job Summary

The Field Solutions Engineer - Public Sector is a technology generalist working with large customers and engaging in face-to-face meetings in the SLED space. They will uncover and develop opportunities by building strong relationships with the customer alongside our sales teams. This individual will consult on data center, edge, core, cloud, security, collaboration, and services, and will understand how that technology enables business. 

This position is a remote role requiring residence in the state of Arizona to support business needs for the Arizona/New Mexico territory as determined by SHI management. 

Role Description

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.

Behaviors and Competencies

Presenting: Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.
Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
Detail-Oriented: Can manage complex tasks or projects, identifying errors or inconsistencies, and ensuring all details are addressed, necessary corrections are made, and quality is maintained.
Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.
Follow-Up: Can proactively identify tasks that require follow-up, initiate necessary actions, and contribute to efficient workflow management.
Problem-Solving: Can proactively identify potential problems, initiate preventive measures, and propose and contribute to innovative solutions.
Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
Documentation: Can develop comprehensive documentation standards, implement best practices, and ensure documentation supports operational efficiency.
Results Orientation: Can set challenging goals for their team and lead them to achieve these goals, demonstrating a consistent track record of results.

Skill Level Requirements

Experience working in complex Data Center sales opportunities - Intermediate
Ability to design data center infrastructures that include hybrid cloud, hyper converged, software-defined data center (SDDC), infrastructure/platform as a service, automation, containerization, and Data Center Management Platforms - Intermediate
Strong knowledge of Virtualization technologies, Hypervisors, server virtualization, Software Defined Data Center, containerization, and automation - Intermediate
Ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process - Intermediate
Expertise in mainstream technologies to include: Dell Technologies, NetApp, HPE, Cisco, Pure Storage, Azure, AWS, Veeam, Nutanix - Intermediate
Experience with Disaster Recovery, Business Continuity and High Availability Solutions (backup/recovery, data protection, mirroring, active/standby, active/active, clustering) - Intermediate

Other Requirements

Completed Bachelor’s Degree or relevant work experience required
3-5 years of experience in a similar role
Ability to travel to SHI, Partner, and Customer Events
Advanced certification in one or more of the following mainstream technologies preferred: Dell Technologies, Cisco, VMware, NetApp, Pure Storage, HPE, Azure, AWS, Commvault, Rubrik, Cohesity, Veeam, Nutanix

The estimated annual pay range for this position is $160,000 - $220,000 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

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