SHI International Corp.

Business Operations

• Translate executive priorities into structured plans, operating rhythms, and clear execution ownership
• Coordinate cross-functional initiatives and align stakeholders on goals, timelines, dependencies, and decision points
• Prepare leadership updates, business review materials, and executive-level communications
• Establish and manage operating cadences, leadership meetings, follow-ups, action tracking, and accountability mechanisms
• Analyze business performance, operational data, and stakeholder input to identify trends, risks, gaps, and opportunities
• Build and maintain relationships with key stakeholders
• Ensure compliance with operational policies, procedures, and standards
• Identify and mitigate operational risks through risk management strategies and contingency planning
• Report operational performance and strategic initiatives to senior leadership
• Drive innovation in operational practices using technology and best practices

Director – Business Operations

Account Executive

• Build a book of business and sell to SHI customers within an assigned Public Sector territory
• Conduct cold calling and prospecting to identify potential customers
• Establish and nurture customer relationships via email and phone
• Assist customers in selecting, deploying, and managing aspects of their IT environment
• Address client concerns and recommend solutions to achieve objectives
• Quote and place orders based on customer requests
• Grow existing active buying accounts through the entire sales cycle
• Meet or exceed monthly and quarterly production quotas
• Schedule and facilitate customer meetings with SHI internal resources
• Acquire and manage IT needs of medium to large businesses
• Collaborate and co-sell with internal resources to resolve inquiries and offer IT solutions

PubSec Field Inside Account Executive

Business Development Rep

• Provide sales representatives with AI solution support, program information, market insights, and competitive positioning
• Drive growth for SHI’s AI Solutions business through strategic programs, campaigns, initiatives, and partner engagement
• Develop and execute AI-focused business development initiatives to identify, engage, and convert new customer opportunities
• Create and deliver training sessions, presentations, workshops, and account mapping exercises
• Monitor and manage AI opportunity pipelines, pursuits, and sales activities
• Identify and qualify high-value AI opportunities across Public Sector, Global, Enterprise, and Commercial business units
• Build relationships with customers, sales teams, business unit leaders, partners, and industry influencers
• Represent SHI and strategic AI partners at customer engagements, executive briefings, conferences, industry events, and partner meetings
• Educate the sales force on AI solutions, partner resources, Full Stack AI technologies, and business development practices
• Lead and participate in customer calls, presentations, workshops, EBC engagements, and discovery sessions
• Partner with AGT leadership and technology partners to identify emerging opportunities and align growth initiatives
• Curate and develop partner-sourced AI opportunities across Applications, Models, Infrastructure, Chips, Energy, Security, and Modern Workplace solutions
• Support AI account planning and improve seller readiness through prompt-based discovery and AI-focused engagement strategies
• Analyze business data, pipeline metrics, and market trends to identify opportunities and develop recommendations
• Develop and publish AI success stories, customer outcomes, and win-wire communications
• Create and maintain training content, sales enablement tools, presentation materials, and educational resources
• Coordinate strategic partner initiatives that drive AI solution awareness, engagement, and adoption
• Drive net-new AI pipeline creation and support sustainable growth across the Full Stack AI marketplace

Business Development Manager – AI Solutions

Artificial Intelligence

• Lead SHI's AI Sales & Solutions organization
• Develop innovative, customer-centric AI solutions aligned with organizational goals and market demands
• Refine, develop, and scale a high-performing team of AI Advisors
• Identify, qualify, and accelerate AI opportunities across Public Sector, Global, Enterprise, and Commercial Sales
• Establish repeatable AI sales motions and pursuit methodologies
• Oversee development and deployment of scalable, secure, high-performance AI solution architectures
• Manage the AI solutions portfolio and align it with business objectives and emerging technology trends
• Drive net-new AI pipeline generation
• Coordinate AGT resources, Enterprise Architects, AI Infrastructure specialists, AI & Cyber Labs, and strategic technology partners
• Build relationships with customers, partners, executive leadership, and internal teams
• Align NVIDIA, OEM, cloud, ISV, and other strategic partners within active pursuits
• Lead organizational change management for AI technologies, solutions, and sales motions
• Develop AI Advisor certification, coaching, and career development programs
• Monitor pipeline health, conversion rates, revenue performance, and customer outcomes
• Present executive-level metrics, scorecards, and business reviews
• Represent SHI's AI strategy through executive briefings, customer engagements, partner interlocks, industry events, and strategic planning
• Mentor and develop team members

Director – AI Sales, Solutions

• Partner 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 BANTC and MEDDIC qualification frameworks to determine opportunity viability
• Create and maintain a pipeline of qualified AI opportunities
• Convert marketing-generated leads, partner referrals, and seller-identified opportunities into active pursuits
• Help sellers position AI opportunities aligned to customer priorities and Target Initiatives
• Tailor AI sales motions for Commercial, Enterprise, Global, Public Sector, and other SHI Business Unit customers
• Follow up on Executive Briefing Center engagements and AI-specific account plans
• 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
• Promote AI account-planning methodologies and prompting frameworks
• Coordinate Enterprise Architects, AI Solution Architects, Infrastructure Specialists, AI Labs, Cyber Labs, Services teams, and strategic partners
• Support solution validation and opportunity advancement
• Maintain opportunity documentation and qualification details in CRM
• Track opportunity progression and next-step actions
• Participate in pipeline reviews and forecasting discussions
• Deliver reporting on activity levels, opportunity status, and revenue potential
• Contribute data and insights to improve pursuit methodologies and sales effectiveness

Solutions Advisor – AI

• Drive profitable growth in the Dell Technologies product portfolio through strategic solution selling, technical enablement, and proactive account management
• Act as the primary Dell Data Center portfolio subject matter expert and trusted advisor to account executives and customers
• Identify and develop new partner opportunities within assigned accounts and territories
• Drive the partner sales cycle from prospecting through post-sale follow-up
• Conduct technical and business discovery and recommend Dell solutions
• Lead customer-facing meetings, presentations, demonstrations, and whiteboarding sessions
• Build relationships with Dell partner account teams, technical resources, and ecosystem partners
• Develop go-to-market strategies and maximize revenue
• Stay current on Dell’s roadmap, partner programs, promotions, certifications, and competitive landscape
• Provide enablement, training, and mentorship to SHI sales teams
• Execute joint business plans and participate in Quarterly Business Reviews, pipeline reviews, and account planning
• Track, manage, and report on Dell pipeline, forecast, and results using CRM and other business tools
• Support renewals, attach, upsell, and cross-sell activities, focusing on net new business and solution expansion
• Represent SHI at Dell and industry events as needed
• Maintain Dell Data Center certifications through quarterly training goals

Business Development Manager

Customer Success Manager

• Onboard customers and guide them through product or service lifecycles to ensure retention and growth
• Serve as the Subject Matter Expert for relevant platforms, tools, or services
• Plan and conduct Customer Success Reviews covering product usage, roadmaps, and feedback
• Analyze consumption reports and provide insights for customer success and renewal strategies
• Build and maintain relationships with key customers and partners
• Collaborate with sales and internal teams to align offerings with customer objectives and drive co-selling opportunities
• Support project teams to ensure successful delivery and synchronization of service projects
• Develop knowledge of new product technologies and relevant offerings
• Manage order workflows and ensure timely service delivery with customers and carriers
• Communicate with customers and internal teams regarding status and upcoming needs

• Master SHI’s value proposition to exceed revenue and profit goals
• Establish sales goals and oversee their achievement
• Leverage existing customer relationships and develop strategic relationships with current and new customers
• Build and maintain trusted advisor relationships with customers and partners
• Solicit and analyze client feedback to improve service delivery and engagement
• Act as liaison between clients and SHI, managing high-level interactions and negotiations
• Address customer issues promptly and effectively
• Engage in contract discussions and finalize agreements
• Understand customers’ business objectives, IT priorities, and initiatives
• Interpret sales metrics to optimize sales strategies and performance
• Collaborate with pre- and post-sales support teams
• Increase market awareness through industry events and affiliations
• Stay current on industry trends, products, and market conditions
• Manage and guide teams responsible for closing deals and prospecting
• Oversee complex projects and negotiations

Global Senior Account Executive

Sales Operations Manager

• Provide operational, administrative, CRM, intake, reporting, and data governance support across Spend Optimization Services and SHI Sales International Canada
• Coordinate CRM administration, data quality initiatives, intake management, forecasting support, reporting administration, and cross-functional operational initiatives
• Maintain account and opportunity ownership, account structures, sales keys, memberships, reporting assignments, access, provisioning, licenses, and system setup
• Perform CRM data hygiene reviews and monitor exceptions including aging opportunities, past-due close dates, missing activities, required-field gaps, stage progression, validation benchmarks, and forecasting readiness
• Coordinate CRM cleanup activities and provide structured exception reporting to leadership
• Communicate CRM hygiene concerns, workflow changes, process reminders, release updates, and follow-up actions
• Support new-hire onboarding with CRM access, reporting visibility, systems access, dashboards, and documentation
• Partner with Business Finance, Deal Desk, Business Operations, and CRM stakeholders on standards, processes, and best practices
• Document workflows, process improvements, SOPs, work instructions, and reference materials
• Support compliance audits, reporting, automation opportunities, efficiency improvements, and special projects
• Administer CRM reports, dashboards, reporting resources, access requests, distribution groups, recurring reports, dashboard updates, testing, and user acceptance activities
• Maintain reporting documentation, quick reference guides, FAQs, and dashboard usage materials
• Track and coordinate reporting enhancement requests and communicate reporting changes to stakeholders
• Escalate reporting discrepancies to the Senior Manager, Sales Operations
• Manage the SOS Intake Form process, reviewing, routing, and assigning requests within 24-hour service-level expectations
• Monitor intake queues, maintain tracking records, provide status updates, and coordinate resource alignment
• Schedule and facilitate ad hoc resource-alignment meetings
• Track intake requests through completion and analyze trends to recommend process improvements
• Administer workflows for AI, Tokenomics, AGT, and other emerging technology requests
• Route and assign SHI AI/Tokenomics intake requests, track them through completion, and maintain stakeholder visibility
• Maintain metrics for Tokenomics discussions, workshops, seminars, and consulting engagements

Sales Operations Specialist

Marketing

• Lead development and execution of partner growth plans for AMD, Intel, and Qualcomm/Snapdragon
• Develop integrated annual marketing plans aligned with partner investments, sales priorities, solution plays, and business objectives
• Oversee Market Development Funds, alliance funding, and co-investment opportunities
• Serve as primary marketing leader and trusted advisor for assigned silicon partners
• Manage partner engagement activities through planning, investment management, business reviews, reporting, governance, and optimization
• Develop investment and MDF strategies aligned with approved business objectives
• Align investments with AI, Modern Workplace, Datacenter, Cybersecurity, Infrastructure, and Lifecycle Services priorities
• Partner with Sales Leadership to identify growth opportunities, whitespace accounts, and strategic initiatives
• Lead quarterly business reviews and executive performance discussions
• Collaborate with OEM Partner Managers and Alliance teams to secure incremental funding
• Own KPI performance for assigned partner portfolios
• Monitor influenced pipeline, gross margin contribution, MDF utilization, ROI, partner activation, and campaign effectiveness
• Drive standardized planning frameworks, reporting methodologies, governance, and accountability
• Communicate performance, risks, opportunities, and recommended actions through executive-ready reporting
• Leverage AI and automation to improve productivity and marketing effectiveness

Partner Marketing Manager – Silicon Alliance Partners

• Lead, coach, and develop a team of Partner Marketing Managers supporting strategic EUC partners
• Oversee annual marketing plans aligned with EUC revenue and gross margin growth targets
• Develop portfolio investment strategies based on partner growth potential, solution alignment, market opportunity, and business impact
• Guide customized marketing plans aligning partner investments with SHI priorities
• Develop MDF investment strategies aligned with EUC and Modern Workplace growth objectives
• Evaluate marketing effectiveness using performance insights and analytics
• Partner with internal stakeholders and strategic partners on business objectives and growth priorities
• Modernize partner marketing through scalable digital workflows, self-service capabilities, and data-driven engagement models
• Collaborate with Marketing Operations, IT, and Digital Marketing teams to improve planning, execution, and reporting
• Leverage AI and automation to improve productivity and marketing effectiveness
• Serve as marketing leader and trusted advisor for assigned strategic partners
• Align partner marketing investments across Enterprise, Commercial, Public Sector, Healthcare, Global, and Advanced Solutions Group business units
• Partner with Sales Leadership to identify growth opportunities, whitespace accounts, and strategic initiatives
• Lead executive business reviews with strategic partners and internal stakeholders
• Establish team priorities, goals, KPIs, and performance expectations
• Drive consistency in planning, execution, reporting, and business reviews
• Promote accountability for measurable business outcomes
• Standardize planning frameworks, reporting methodologies, governance, and best practices
• Develop future leaders within the Partner Marketing organization
• Drive Partner Marketing OKRs, KPI targets, influenced pipeline, gross margin growth, partner investment ROI, partner activation, employee engagement, and transformation initiatives

Associate Director – Partner Marketing, Modern Workplace

Security Engineer

• Lead, coach, and develop a team of Partner Marketing Managers supporting strategic cybersecurity partners
• Oversee annual marketing plans aligned to cybersecurity revenue and gross margin growth targets
• Develop portfolio investment and MDF strategies aligned with growth objectives
• Evaluate marketing effectiveness and identify optimization opportunities
• Partner with internal stakeholders and strategic partners on business objectives and growth priorities
• Champion scalable digital workflows, self-service capabilities, and data-driven engagement models
• Partner with Marketing Operations, IT, and Digital Marketing to improve planning, execution, and reporting
• Leverage AI and automation to improve productivity and marketing effectiveness
• Serve as marketing leader and trusted advisor for assigned strategic partners
• Align partner marketing investments with Enterprise, Commercial, Public Sector, Healthcare, Global, and Advanced Solutions Group priorities
• Partner with Sales Leadership to identify growth opportunities, whitespace accounts, and strategic initiatives
• Lead executive business reviews with strategic partners and internal stakeholders
• Establish team priorities, goals, KPIs, and performance expectations
• Drive consistency in planning, execution, reporting, and business reviews
• Promote measurable business outcomes, operational excellence, process standardization, governance, and accountability
• Develop future leaders within the Partner Marketing organization
• Drive partner activation, engagement, investment ROI, influenced pipeline, and gross margin growth

Associate Director – Partner Marketing, Cybersecurity

Solutions Engineer

• Collaborate with account teams to evaluate customer data center environments and infrastructure technologies
• Design and propose tailored infrastructure solutions aligned with customers’ business objectives
• Build and maintain technical relationships with OEMs and strategic partners
• Stay updated on the latest product information
• Provide product training and technical education to sales teams and customers
• Act as a trusted IT advisor for customers in partnership with Field Account Executives
• Manage the solution practice pipeline by developing strategies for top prospects and acquiring new business
• Identify technology opportunities across Data Center, Cloud, Network, Security, Collaboration, and Services
• Develop solutions that fit customers’ needs and budgets through strategic planning
• Engage with CIOs, IT Directors, CTOs, and other client contacts for comprehensive account management
• Educate and develop sales teams on technical selling, products, services, and technology trends

Solutions Engineer – Enterprise

Director

• Lead the success, growth, and strategic direction of SHI's Digital Workplace organization within Microsoft Services
• Bring Collaboration, Workplace Platform, and Change Management together under one operating model
• Own service maturity, solution development, headcount planning, utilization, delivery quality, capacity, pipeline support, and measurable client outcomes
• Manage managers and practice leaders and remain accountable for their effectiveness, development, and delivery performance
• Translate Microsoft's Work IQ, Microsoft 365, Copilot, identity, endpoint, and employee experience investments into SHI's services roadmap and capability plan
• Establish ownership, decision rights, handoffs, delivery standards, and quality expectations
• Build modular, repeatable offerings connecting workplace technology, secure access, employee adoption, and value realization
• Lead, coach, and develop leaders across Collaboration, Workplace Platform, and Change Management
• Own workforce planning, including hiring, onboarding, retention, skills development, and capacity alignment
• Guide integration of Microsoft Entra, Conditional Access, Defender for Endpoint, Defender for Identity, and Defender for Office 365 into workplace solutions
• Sponsor reusable reference architectures, delivery frameworks, statements of work, migration patterns, adoption methods, templates, and accelerators
• Provide executive oversight for complex, multi-workstream engagements spanning collaboration, migrations, identity, endpoints, security, adoption, and change management
• Hold leaders accountable for scope, staffing, delivery methodology, risk management, timelines, budgets, customer communication, and adoption outcomes
• Serve as executive sponsor and trusted advisor for strategic clients
• Grow Digital Workplace services revenue by improving solution relevance, supporting strategic pursuits, expanding enterprise relationships, and developing repeatable offers
• Partner with Solution Architecture, Sales, Project Management, AI + Infrastructure, and Managed Services
• Build relationships with Microsoft field, engineering, and partner teams to align priorities and strengthen market credibility
• Communicate practice priorities, portfolio health, performance, risks, and investment needs to senior leadership, including the Vice President, Microsoft Services
• Run an operating cadence covering pipeline, staffing, project health, financial performance, capability development, customer experience, and adoption outcomes
• Escalate delivery, capacity, security, adoption, and customer risks early

Senior Director – Microsoft Digital Workspace

• Lead SHI's AI + Infrastructure organization within the Microsoft Services Practice
• Set and execute a unified operating direction across Agentic Solutions, Cloud Platform, Data & Intelligence, and AI Security & Governance
• Translate Microsoft Fabric IQ, Foundry IQ, Azure, and agent investments into SHI services roadmaps and capability plans
• Establish ownership, decision rights, delivery standards, and quality expectations
• Build modular, repeatable cloud, data, AI, and governance offerings
• Lead, coach, and develop managers and practice leaders
• Own workforce planning, hiring, onboarding, retention, skills development, and capacity alignment
• Provide technical direction across Azure, Microsoft Fabric, Microsoft Foundry, agents, data platforms, identity, security, and governance
• Sponsor reference architectures, delivery frameworks, statements of work, templates, and accelerators
• Oversee complex multi-workstream engagements and hold leaders accountable for delivery quality, staffing, risks, timelines, budgets, and communication
• Serve as executive sponsor and trusted advisor for strategic clients
• Grow AI + Infrastructure services revenue and support strategic pursuits
• Partner with Solution Architecture, Sales, Project Management, Digital Workplace, Managed Services, Microsoft field, engineering, and partner teams
• Communicate portfolio health, performance, risks, and investment needs to senior leadership, including the Vice President, Microsoft Services
• Run operating cadences covering pipeline, staffing, project health, financial performance, capability development, and customer outcomes