Presales Solutions Engineer - Network

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 Presales Solutions Engineer - Network will work alongside Architects as a network expert supporting account teams, customers, and go-to-market initiatives.  The Solutions Engineer will take a consultative approach and lead discussions with clients regarding  Network platforms, understand how technology enables business, and recognize opportunities for the company. 
This position is remote in the Washington, DC area with a Home Office setup as determined by SHI management.

Role Description

• Collaborate with account teams in understanding the maturity levels of customer environments through review and evaluation of Network technologies, consumption, implementations, and processes   

• Strengthen our technical relationships with original equipment manufacturers (OEMs), strategic and emerging partners, and key partners   

• Educate and develop sales teams on Network solution selling and key technologies through 1x1 training, team training, and company training   

• Conduct product training and positioning for the Sales team and customers 

• 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

• Strong knowledge of technical network solutions including route/switch, LAN, WAN, SD-WAN, cloud edge, virtual networking, secure access, and network visibility  - 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 with similar products and solutions from other vendors such as Aruba, Juniper, HPE, Arista, etc - Intermediate

• Experience with software-defined networking technologies including SDDC, SD-WAN, SASE, SSE, etc - Intermediate

Other Requirements

• Completed Bachelor’s Degree or relevant work experience required

• Minimum 2 years of experience with Cisco networking products, including switches, routers, wireless, Nexus, and Meraki, and familiarity with Cisco Commerce Workspace (CCW)   

• Ability to travel to SHI, Partner, and Customer Events

• Advanced Certifications such as CCIE, CCNP, JNCIE, JNCIP, CASX, ACSP 

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status