Industry Principal

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

SHI Agentic is seeking accomplished Industry Principals to lead commercial strategy and customer engagements across key verticals: Healthcare, Manufacturing, Supply Chain, and Finance. This is a senior practitioner role for industry experts with deep operational experience who are capable of engaging C-suite buyers and driving end-to-end commercial cycles. Industry Principals will translate SHI Agentic's platform into vertical-specific solutions, own deal cycles, and drive expansion into managed services.
As an Industry Principal, you serve as the executive voice for SHI Agentic within your vertical, identifying pain points, operational levers, and buyer personas that drive outcomes. You lead executive discovery, scope and price engagements, and secure customer commitment. You are the primary point of contact for the customer's C-suite, building relationships that evolve from initial engagements into managed services contracts. You partner closely with a senior Forward Deployed Engineer (FDE) for delivery, but commercial ownership remains with you.
You will contribute to codifying best practices and templates, collaborating with other Industry Principals and the Delivery team to establish repeatable motions across verticals. Success is measured by your ability to build pipeline, close engagements, expand relationships, and position SHI Agentic as a trusted industry leader.

Role Description:

• Serve as the executive voice and subject matter expert for SHI Agentic within your industry vertical (Healthcare, Manufacturing, Supply Chain, or Finance)

• Identify and articulate industry-specific pain points, operational levers, and buyer personas to guide solution positioning

• Lead executive discovery sessions, scope Agentic Camp engagements, develop pricing, and secure customer commitments

• Own the end-to-end deal cycle for each engagement, from qualification through contract close

• Build and maintain trusted relationships with customer C-suite executives, acting as their primary point of contact throughout the engagement lifecycle

• Drive expansion of initial engagements into recurring managed services contracts, including framing economics and securing multi-year commitments

• Collaborate closely with a senior Forward Deployed Engineer (FDE) for solution delivery while maintaining commercial ownership of the engagement

• Develop and codify repeatable commercial and delivery templates for your vertical to support scalable growth

• Contribute to the creation of vertical-specific playbooks and best practices libraries in partnership with other Industry Principals and the Delivery team

• Establish and execute strategies to position SHI Agentic as a recognized leader in your industry through executive engagement and an industry presence.

• Meet or exceed targets for pipeline development, deal closure, consulting engagement transitions, and managed services expansion

• Complete Palantir platform immersion and certification requirements within the first 90 days

Behaviors and Competencies:

• Executive Presence & Communication: Demonstrates credibility and confidence with senior leaders, customers, and executive stakeholders. Communicates effectively across all organizational levels, leading presentations, discussions, negotiations, and strategic engagements.

• Strategic & Commercial Acumen: Aligns technology solutions with customer objectives and business priorities while applying strong business and financial insight to evaluate opportunities, pricing strategies, and growth potential.

• Customer Focus & Relationship Building: Develops trusted partnerships with customers, executives, partners, and internal stakeholders. Anticipates customer needs, delivers business value, and drives long-term customer satisfaction and growth.

• Collaboration & Leadership: Leads strategic initiatives, influences stakeholders without direct authority, mentors team members, and partners effectively across cross-functional teams to achieve shared objectives.

• Analytical Thinking & Problem Solving: Evaluates complex business and technical challenges, identifies key insights, and develops actionable recommendations that support customer and organizational goals.

• Process Improvement & Execution: Creates scalable processes, frameworks, and best practices while effectively managing priorities, driving initiatives, and delivering high-quality results.

• Adaptability & Results Orientation: Thrives in changing business environments, embraces innovation, and consistently delivers measurable outcomes aligned to business, customer, and revenue objectives.

Skill Level Requirements:

• Industry & Business Expertise: Deep knowledge of assigned industry verticals (e.g., Healthcare, Manufacturing, Supply Chain, Finance), including business operations, market trends, competitive landscapes, regulatory considerations, and customer priorities. Applies this expertise to strategic recommendations and solution development. - Expert

• Consultative Sales, Executive Engagement & Commercial Acumen: Engages executive stakeholders, understands complex business challenges, develops tailored solutions, evaluates opportunities, influences buying decisions, and leads engagements from qualification through contract execution. - Expert

• Engagement & Project Leadership: Leads complex customer engagements, coordinates cross-functional teams, manages resources, and ensures successful delivery aligned with business objectives and customer outcomes. - Expert

• Technical Business Literacy: Understands systems integration, data flows, platform capabilities, solution architectures, and technology-enabled business transformation initiatives. Programming or software development experience is not required. - Expert

• Data Privacy & Governance: Ensures the secure handling of sensitive customer and business information while maintaining compliance with applicable privacy, security, and governance requirements. - Expert

Other Requirements:

• Bachelor’s degree required; Master’s or equivalent advanced degree preferred

• Experience in one of the target verticals (Healthcare, Manufacturing, Supply Chain, or Finance)

• Demonstrated experience building or delivering AI/agentic solutions

• Willingness to travel 30–40% during active engagements, decreasing to 20% between engagements

• Commitment to completing Palantir platform immersion and Ontologize Certification within the first 90 days

The estimated annual pay range for this position is $200,000 - $300,000 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