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 ITAM Solutions Architect is a quota-carrying expert responsible for driving customer outcomes by selling and architecting best-in-class IT Asset Management (ITAM) and FinOps solutions. Blending deep domain expertise with strong commercial acumen, this role helps enterprise customers solve complex IT and business challenges—transforming asset visibility and control into a strategic advantage.
The ITAM Solutions Architect owns a territory, vertical, or named account list and is accountable for identifying, designing, and selling transformative ITAM solutions. This role collaborates with SHI Account Executives, internal stakeholders, and partners to lead engagements from discovery through closure, ensuring seamless handoffs to delivery teams and ongoing customer success. This position reports to the Senior Director, ITAM Sales.
Role Description
Sales Ownership and Customer Impact
- Own a territory, vertical, or named account list and achieve quota through consultative selling of ITAM and FinOps solutions.
- Maintain healthy pipeline coverage to support consistent quota attainment: Current Quarter: Minimum of 3x coverage on the remaining gap to quota, factoring in already invoiced or committed revenue. Next Quarter: Minimum of 3x total quarterly quota with qualified opportunities aligned to SHI’s ITAM and FinOps offerings and a clear path to closure.
- Lead customer discovery sessions to identify pain points, transformation goals, and solution needs.
- Deliver compelling value propositions through proposals, statements of work (SOWs), and RFP responses.
- Close deals that drive customer success and position SHI as a strategic ITAM partner.
- Participate in regular pipeline reviews with sales leadership to ensure sustained performance, accurate forecasting, and proactive deal strategy using the MEDDPICC sales methodology.
Solution Architecture and Consulting
- Design tailored solutions that enable customers to achieve IT cost control, compliance, and innovation goals.
- Provide subject matter expertise across the ITAM lifecycle—from license strategy and tool adoption to decommissioning.
- Stay current with major vendor programs and industry best practices to guide customers toward optimal strategies.
- Act as a transformation partner, helping customers mature their ITAM and FinOps capabilities over time.
Internal Enablement and Thought Leadership
- Collaborate with internal teams to educate and enable SHI sales and delivery teams.
- Mentor ITAM analysts, consultants, and junior team members to elevate overall delivery quality.
- Support marketing events, webinars, and industry forums to promote SHI’s thought leadership.
- Provide market insights and feedback to ITAM leadership to refine services and positioning.
Behaviors and Competencies
- Problem-Solving: Can proactively identify and take ownership of complex problem-solving initiatives, initiate preventative measures, collaborate with others to find solutions, and drive successful outcomes.
- Communication: Can effectively communicate complex ideas and information to diverse audiences, facilitate effective communication between others, and mentor others in effective communication.
- Adaptability: Can lead others through change, help teams adapt to new directions, and create a culture open to change.
- Leadership: Can take ownership of complex team initiatives, collaborate with others in decision-making processes, and drive team performance.
- Teamwork: Can build and lead multiple teams, fostering a cooperative environment and ensuring effective communication between team members.
- Self-Motivation: Can take ownership of complex personal or professional initiatives, collaborate with others when necessary, and drive results through self-motivation.
Skill Level Requirements
- Proven ability to lead and close complex, consultative sales engagements.
- Deep knowledge of ITAM, SAM, and FinOps principles, with practical experience implementing enterprise solutions.
- Strong understanding of software licensing across major vendors (e.g., Microsoft, Oracle, IBM, Adobe, etc.).
- Ability to translate technical concepts into business value for executive audiences.
- Entrepreneurial mindset with the ability to thrive in a high-growth, consultative sales environment.
- Excellent proposal writing, deal structuring, and negotiation skills.
Other Requirements
- Bachelor’s degree or equivalent experience.
- Minimum of 10 years of experience in IT Asset Management (ITAM) or a related field.
- Demonstrated track record of quota achievement in a sales or sales engineering/architect role.
- Experience with SAM tools such as Flexera, ServiceNow, Snow, and familiarity with FinOps practices.
- Willingness to travel (up to 50%).
Preferred Certification
- Recognized certifications in ITAM, SAM, or related technologies (e.g., CAMP, CITAM, CSAM).
The base salary range for this position is $150,000k - $175,000.The estimated on-target earnings, or OTE, which includes a base salary and bonus/commissions, are $230,000 - $255,000. 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
