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About the Role
The Solution Engineer partners with sales to design, position, and demonstrate collaboration solutions that improve how customers communicate, meet, and work. This role is responsible for leading customer discovery, basic solution design, and providing product demonstrations, while also contributing to the team’s technical strategy and shared collateral.
Responsibilities
- Lead technical discovery conversations focused on collaboration and Modern Workplace requirements.
- Lead basic customer solution design for Modern Workplace and Collaboration solutions.
- Translate customer requirements into solution designs leveraging collaboration platforms, contact center platforms, telephony solutions, meeting room hardware, and other supporting collaboration technologies.
- Support technical validation activities such as fit-gap analysis, requirements mapping, and solution scoping.
- Maintain intermediate technical certifications for 2–3 Modern Workplace and Collaboration partners.
- Articulate capabilities for 4–6 collaboration partners, including positioning, differentiators, ideal use cases, and competitive context.
- Collaborate with partner technical teams to validate designs, confirm best practices, and align on customer-facing solution strategies.
- Deliver customer demonstrations for 4–6 partners, aligned to Modern Workplace scenarios.
- Build and maintain demo environments, scripts, and use-case-driven talk tracks for collaboration solutions.
- Confidently present to both technical and non-technical audiences.
- Provide limited input to technical strategy by sharing customer feedback, common requirements, and field observations.
- Provide limited input to team collateral, including solution briefs, demo assets, discovery guides, and reference architectures.
- Participate in internal knowledge sharing, enablement sessions, and continuous improvement of Modern Workplace offerings.
- Support account teams during active sales cycles by assisting with technical scoping, proposals, RFP/RFI responses, and solution validation.
- Partner with Sales to communicate technical value, address objections, and recommend next technical steps.
Requirements
- Completed Bachelor’s Degree or relevant work experience required.
- 3+ years of experience in presales engineering, solutions engineering, or technical consulting within a VAR, integrator, MSP, or technology provider.
- Ability to travel to SHI, Partner, and Customer Events.
- Ability to earn and maintain intermediate certifications across 2–3 partners and effectively support 4–6 collaboration partners.
- Advanced certification in one or more of the following mainstream technologies preferred: Dell Technologies, Cisco, VMware, NetApp, Pure Storage, HPE, Azure, AWS, Commvault, Rubrik, Cohesity, Veeam, Nutanix.
Skills
- Presenting
- Negotiation
- Communication
- Detail-Oriented
- Organization
- Follow-Up
- Problem-Solving
- Relationship Building
- Documentation
- Results Orientation
- Experience working in complex Data Center sales opportunities - Intermediate
- Ability to design data center infrastructures that include hybrid cloud, hyper converged, software-defined data center (SDDC), infrastructure/platform as a service, automation, containerization, and Data Center Management Platforms - Intermediate
- Strong knowledge of Virtualization technologies, Hypervisors, server virtualization, Software Defined Data Center, containerization, and automation - 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 in mainstream technologies to include: Dell Technologies, NetApp, HPE, Cisco, Pure Storage, Azure, AWS, Veeam, Nutanix - Intermediate
- Experience with Disaster Recovery, Business Continuity and High Availability Solutions (backup/recovery, data protection, mirroring, active/standby, active/active, clustering) - Intermediate
Experience Level
- 3+ years of experience in presales engineering, solutions engineering, or technical consulting
Education Level
- Bachelor’s Degree
Salary/Compensations
- Base salary range: $80,000 - $160,000
- Estimated on-target earnings (OTE): $100,000 - $200,000
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