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Somerset, Kentucky, United States
Hybrid
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.
Role Description
Drive Net-New AI Pipeline Generation
Partner directly with Account Executives, Sales Leaders, and Business Unit stakeholders to identify, develop, and qualify AI opportunities.
Conduct customer discovery conversations focused on business outcomes, operational challenges, and AI readiness.
Apply qualification frameworks such as BANTC and MEDDIC to determine opportunity viability.
Create and maintain a healthy pipeline of qualified AI opportunities within assigned territories and business units.
Assist in converting marketing-generated leads, partner referrals, and seller-identified opportunities into active pursuits.
Support AI-Centric Target Initiatives
Help sellers position AI opportunities aligned to customer priorities and Target Initiatives and subsequent Source Campaigns.
Tailor AI sales motions for Commercial, Enterprise, Global, Public Sector, and all other SHI Business Unit customers.
Work closely with both Sales and AGT's Business Development Teams to take action on AI-specific account plans and follow up on Executive Briefing Center (EBC) engagements.
Improve Seller Readiness & AI Awareness
Educate sellers on SHI's AI portfolio, capabilities, and GTM programs.
Deliver AI opportunity identification coaching and guidance.
Share AI use cases, industry trends, and best practices with account teams.
Help prepare sellers for customer conversations involving AI strategies and initiatives.
Promote adoption of AI account-planning methodologies and prompting frameworks.
Coordinate AGT & Technical Resources
Ensure the right SHI resources are aligned at the appropriate stage of the sales cycle.
Facilitate engagement with Enterprise Architects, AI Solution Architects, Infrastructure Specialists, AI Labs, Cyber Labs, and Services teams.
Support solution validation and opportunity advancement activities.
CRM, Reporting & Pipeline Management
Maintain opportunity documentation and qualification details within CRM.
Track opportunity progression and next-step actions.
Participate in regular pipeline reviews and forecasting discussions.
Deliver accurate reporting related to activity levels, opportunity status, and revenue potential.
Contribute data and insights that improve pursuit methodologies and overall sales effectiveness.
Behaviors and Competencies
Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
Analytical Thinking: Can synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably.
Collaboration: Can proactively seek out diverse perspectives, facilitate open communication among team members, and drive toward consensus and action.
Strategic Thinking: Can analyze situations and can lead the development and execution of strategic initiatives.
Self-Motivation: Can proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas.
Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines.
Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.
Decision-Making: Can analyze complex information, predict long-term consequences, and make decisions that align with strategic goals.
Training: Can proactively seek out areas of improvement, initiate training programs, and contribute to innovative learning methods.
Skill Level Requirements
3-7+ years of experience in technology sales, business development, solution advisory, or technical presales.
Experience supporting complex technology or digital transformation initiatives.
Proven success in identifying and qualifying new business opportunities.
Experience working with enterprise customers and executive stakeholders.
Preferred Qualifications
Experience selling AI, cloud, infrastructure, cybersecurity, analytics, or data solutions.
Familiarity with NVIDIA, Dell Technologies, Cisco, Lenovo, or leading AI partners.
Exposure to enterprise AI initiatives and generative AI technologies.
AI-related certifications or willingness to pursue AI certifications.
Experience supporting executive workshops, strategy sessions, or briefing centers.
Other Requirements
Business Skills
Strong discovery and consultative selling skills.
Ability to translate business problems into technology solutions.
Effective communication and presentation abilities.
Strong organizational and opportunity management skills.
Ability to manage multiple pursuits simultaneously.
AI & Technology Knowledge
Foundational understanding of artificial intelligence technologies and market trends.
Knowledge of cloud, infrastructure, security, data, or application ecosystems.
Interest in staying current on emerging AI platforms, vendors, and use cases.
Familiarity with modern sales methodologies and opportunity qualification frameworks.
The estimated annual pay range for this position is $125,000 - $150,000 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
