Presales Solutions Specialist - 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

You'll be the network specialist for our Commercial sales teams, helping reps win and grow mid-market accounts. Commercial reps carry many accounts and run fast cycles. You'll give them quick, practical network expertise: qualify opportunities, scope solutions and close deals. You'll pull in Architects only when a deal needs deeper design.

This is a remote position required to reside in the St. Louis, MO area as required for business needs and as determined by SHI management. 

Role Description

• Support Commercial Account Executives across a high volume of network opportunities. Respond quickly with clear, right-sized recommendations. 

• Join customer calls to uncover network needs and refresh opportunities. Position solutions in terms of cost, simplicity and business impact. 

• Help reps build pipeline. Run campaigns and account reviews to find upgrade, refresh and renewal opportunities in the install base. 

• Build quotes and configurations, mainly in Cisco Commerce Workspace (CCW). Recommend Cisco, Meraki and comparable vendor solutions that fit the customer's budget. 

• Lead repeatable plays such as Meraki, SD-WAN, wireless refresh, switching refresh, SASE and secure access. Bundle with Security, Data Center, Cloud and Services where it fits. 

• Use OEM programs, promotions and deal registration to improve win rates and margin. 

• Escalate larger or more complex opportunities to Architects and Enterprise Engineers. Hand them clean notes for a smooth transition. 

• Coach reps through 1x1 sessions, team huddles and short enablement sessions on network basics, objection handling and competitive positioning. 

• Track your pipeline and activity in CRM and report on progress against targets. 

• Represent SHI at partner and customer events, including regional and virtual ones. 

Behaviors and Competencies

• Organization: Can prioritize daily tasks, manage personal workflow, and utilize basic tools to keep track of responsibilities.
• Time Management: Can generally use time effectively but may occasionally struggle with prioritizing tasks, meeting deadlines, or maintaining work-life balance.
• Initiative: Can identify opportunities for improvement, propose solutions, and take action without explicit instructions.
• Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.
• Digital Acumen: Can identify opportunities to use digital tools for improvement and propose digital solutions.
• Consultative Sales: Can identify customer needs, propose suitable products or services, and take action to close sales without explicit instructions.
• Continuous Improvement: Can identify moderate areas for improvement and implement moderate changes.
• Relationship Building: Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.
• Teamwork: Can work effectively in a team, contributing ideas and effort, and respecting the contributions of others.
• Presenting: Can prepare and deliver presentations, addressing key points and responding to questions with clarity.
• Documentation: Can independently create and update documentation, ensuring accuracy and consistency, and can identify gaps or areas needing clarification.

Skill Level Requirements

• The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently - Basic
• Proficiency in utilizing Customer Relationship Management (CRM) software to manage and analyze customer interactions and data throughout the customer lifecycle, improving customer service, retention, and sales growth - Basic
• Proficiency in utilizing Cisco's suite of tools such as CCW, Connect the Dots, EOL/EOS Newsletters, Webex Teams, Datasheets, Installation Guides, and Customer Service Hub to support technical and sales-related tasks - Basic
• Ability to understand and articulate various security technologies, including firewalls, endpoint protection, email security, and identity management, to identify and address customer security challenges - Basic
• Skilled in providing guidance and mentorship to teams to enhance their performance and support their professional development - Basic

Other Requirements

• Completed Bachelor’s Degree or relevant work experience required
• 2+ years working with Cisco networking (switching, routing, wireless, Nexus, Meraki) in a sales, presales or technical role. 

• Working knowledge of LAN, WAN, SD-WAN, wireless, SASE/SSE and secure access (intermediate). 

• Familiarity with competing vendors: Aruba, Juniper, HPE, Arista.
• Willingness to travel to SHI, partner and customer events - up to 10%

Preferred

• Sales or technical certifications (Meraki CMNA, CCNA/CCNP or equivalent).

• Experience in a Commercial, SMB or mid-market sales environment.

• Experience with a pipeline or quota.

The estimated annual pay range for this position is $100,000 - $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