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About the Role

The Director - AI Sales & Solutions leads SHI's AI opportunity development organization, responsible for developing innovative, customer-centric AI solutions and transforming market interest into qualified, net-new AI pipeline across every SHI Business Unit. This role leads a team of AI Advisors who collaborate directly with SHI sellers to identify, qualify, and accelerate AI opportunities spanning Public Sector, Global, Enterprise, and Commercial Sales.

Responsibilities

Lead the AI Sales & Solutions organization in developing innovative, customer-centric AI solutions that align with organizational goals and market demands.
Refine, develop, and scale a high-performing team of AI Advisors responsible for AI opportunity identification, qualification, and pursuit development.
Collaborate with sales, business development, product, and technical teams to identify customer needs and design tailored AI solutions that drive business growth.
Establish and operationalize repeatable AI sales motions and pursuit methodologies utilizing proven qualification frameworks and sales practices.
Oversee the development and deployment of AI solution architectures, ensuring scalability, security, performance, and alignment with customer requirements.
Manage the AI solutions portfolio, ensuring alignment with business objectives, market opportunities, and emerging technology trends.
Drive net-new AI pipeline generation through targeted engagement strategies tailored to Public Sector, Enterprise, Global, and Commercial business units.
Partner with Business Development teams to identify target initiatives, prioritize strategic accounts, align source campaigns, and improve AI sales readiness.
Coordinate AGT resources, Enterprise Architects, AI Infrastructure specialists, AI & Cyber Labs, and strategic technology partners to support customer pursuits and solution delivery.
Build and maintain strong relationships with customers, partners, executive leadership, and internal teams to ensure successful AI solution outcomes.
Align NVIDIA, OEM, cloud, ISV, and other strategic partners within active pursuits to deliver differentiated customer solutions.
Drive continuous improvement in AI solutions development by leveraging emerging technologies, methodologies, and industry best practices.
Lead efforts in organizational change management to ensure successful adoption of AI technologies, solutions, and sales motions.
Ensure compliance with legal, regulatory, security, and organizational standards across all AI solution activities.
Develop and execute AI Advisor certification programs, coaching strategies, and career development initiatives.
Monitor performance metrics, pipeline health, conversion rates, revenue performance, and customer outcomes.
Prepare and present executive-level metrics, scorecards, and business reviews, providing strategic insights and recommendations for organizational decision-making.
Serve as a visible ambassador of SHI's AI strategy through executive briefings, customer engagements, partner interlocks, industry events, and strategic planning initiatives.
Mentor and develop team members while fostering a culture of innovation, accountability, collaboration, and customer focus.

Requirements

Ability to develop and execute AI solutions strategies that align with overall business objectives and long-term growth initiatives.
Demonstrated success leading pipeline generation, sales acceleration, and opportunity qualification organizations.
Skilled in engaging executive stakeholders, customers, partners, and internal teams to drive successful business outcomes.
Deep understanding of AI technologies, Full Stack AI ecosystems, and modern technology solution architectures.
Expertise in managing and executing technical and business initiatives related to AI solutions development and deployment.
Skilled in assessing and mitigating risks associated with AI adoption, solution implementation, and business transformation.
Ability to lead organizational change while maintaining team engagement, productivity, and alignment.
Skilled in understanding customer business challenges and aligning AI solutions to drive satisfaction, adoption, and revenue growth.
Demonstrated ability to present to executive audiences and communicate business value through ROI, TCO, and strategic outcomes.
Experience managing partner ecosystems including cloud providers, OEMs, ISVs, and AI technology partners.
Completed Bachelor's Degree in Information Technology, Computer Science, Business, Engineering, or a related field, or equivalent relevant work experience required.
7-10 years of experience in Information Technology, AI, Sales Engineering, Solutions Architecture, Business Development, or a related functional area.
4+ years of leadership and people management experience required.
Demonstrated experience leading technical, solutions, sales engineering, business development, or AI-focused teams.
Strong understanding of Artificial Intelligence technologies, industry trends, and go-to-market strategies.
Ability to travel to SHI, partner, customer, and industry events.
Ability to travel up to 25%.

Skills

AI Sales & Solutions
AI opportunity development
Customer-centric AI solutions
Net-new AI pipeline generation
AI Advisors
AI opportunity identification
AI opportunity qualification
AI opportunity pursuit development
AI growth strategies
Repeatable pursuit methodologies
AI solution portfolios
Full Stack AI market
Applications
Models
Infrastructure
Chips
Energy
Security
Modern Workplace solutions
Strategic relationships
Innovation
Operational excellence
Customer focus
Continuous improvement
Pipeline growth
Pursuit velocity
Conversion rates
Revenue contribution
Gross margin impact
AI business expansion
Sales readiness
Solution architectures
Scalability
Security
Performance
Business objectives
Market opportunities
Emerging technology trends
Public Sector
Enterprise
Global
Commercial Sales
Business Development
Target initiatives
Strategic accounts
Source campaigns
AGT resources
Enterprise Architects
AI Infrastructure specialists
AI & Cyber Labs
Strategic technology partners
NVIDIA
OEM
Cloud providers
ISVs
Organizational change management
Legal compliance
Regulatory compliance
Security standards
Organizational standards
AI Advisor certification programs
Coaching strategies
Career development initiatives
Performance metrics monitoring
Pipeline health monitoring
Revenue performance monitoring
Customer outcomes monitoring
Executive-level metrics presentation
Scorecards
Business reviews
Strategic insights
Organizational decision-making
Executive briefings
Customer engagements
Partner interlocks
Industry events
Strategic planning
Team mentoring
Team development
Accountability
Collaboration
Leadership
Strategic organizational initiatives
High-performing teams
Strategic Thinking
Market opportunities evaluation
Industry trends anticipation
Long-term AI growth strategies
Organizational transformation
Business Acumen
AI market trends
Customer investment priorities
ROI
TCO
Business growth opportunities
Communication
Executive leadership communication
Customer communication
Partner communication
Internal stakeholder communication
Large audience presentation
Strategic decision making influence
Change Management
AI technologies adoption
Change strategies development
Transformation initiatives facilitation
Collaboration
Cross-functional partnerships
Diverse stakeholder group alignment
Shared purpose
Collective success
Customer-Centric Mindset
Customer-focused innovation
Customer challenges understanding
Measurable business outcomes alignment
Problem-Solving
Strategic problem-solving initiatives
Complex business challenges addressing
Proactive solutions
Organizational performance improvement
Results Orientation
Ambitious goals establishment
Execution excellence driving
Outcomes monitoring
Team accountability
Measurable business results achievement
Strategic Implementation
Comprehensive business plans development
Operational frameworks development
Go-to-market strategies development
AI growth objectives achievement
Creativity and Innovation
Breakthrough thinking driving
Experimentation encouragement
Emerging technologies embrace
Innovative solutions embrace

Experience Level

7-10 years of experience
4+ years of leadership and people management experience

Education Level

Bachelor's Degree in Information Technology, Computer Science, Business, Engineering, or a related field, or equivalent relevant work experience

Salary/Compensations

$175,000 - $230,000

Benefits

medical
vision
dental
401K
flexible spending

About the Company

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.
The heartbeat of SHI is our employees – all 7,000 of them.
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.

Equal Opportunity

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