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About the Role
The AI Solution Advisor is a dedicated specialist focused on identifying, qualifying, and accelerating net-new AI opportunities across various SHI Business Units. This role acts as an extension of the sales team, connecting customer business challenges with practical AI outcomes and navigating the Full Stack AI ecosystem. The advisor quarterbacks AI opportunities by engaging relevant specialists and teams to drive pipeline and revenue growth.
Responsibilities
- 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.
- 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.
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.
- 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.
- 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.
Skills
- AI
- Cloud
- Infrastructure
- Cybersecurity
- Analytics
- Data Solutions
- NVIDIA
- Dell Technologies
- Cisco
- Lenovo
- Generative AI
- Consultative Selling
- CRM
- Opportunity Management
- Forecasting
Location
- New York
- New Jersey
- Los Angeles
- San Francisco, California
Work Type
- Full-time
Experience Level
- 3-7+ years
Education Level
- AI-related certifications or willingness to pursue AI certifications.
Salary/Compensations
- $125,000 - $150,000
Benefits
- Medical
- Vision
- Dental
- 401K
- Flexible spending
About the Company
- Since 1989, SHI International Corp. has helped organizations change the world through technology.
- SHI is a $16 billion global provider of IT solutions and services.
- Over 17,000 organizations worldwide rely on SHI’s concierge approach.
- SHI has 7,000 employees.
- SHI is the largest minority- and woman-owned enterprise in the U.S.
Equal Opportunity
- Equal Employment Opportunity – M/F/Disability/Protected Veteran Status