Asg Solutions Engineer

2 days ago

Sacramento, California, United States SHI GmbH Full time
Job Summary

The ASG Solutions Engineer - Managed Services is a key role in supporting sales to drive growth of SHI's managed services business by selling to new and existing SHI customers.

This position will be responsible for serving as the subject matter expert in SHI's managed services portfolio and leveraging a consultative sales approach to qualify opportunities, understand customer needs and budget, position services and pricing, overcome objections, collect customer data, and work the opportunity to contract signature.

About Us

SHI International Corp. has been helping organizations change the world through technology since 1989.

We've grown every year since, and today we're proud to be a $14 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.

Responsibilities
  1. Drive managed services growth for SHI by supporting sales in acquiring new managed services lines of business in new and existing SHI customers.
  2. Develop and close managed services opportunities through customer meetings, follow-up, discovery, contract negotiations, and contract signature.
  3. Serve as the expert for SHI's managed services value, capabilities, standards, and methodology.
  4. Thoroughly qualify customers to ensure proper fit for the managed services offerings.
  5. Serve as the key subject matter expert for each opportunity.
  6. Communicate with qualified prospects through email and virtual meetings.
  7. Update customer profile and opportunity information and manage sales pipeline in CRM.
  8. Review key documentation provided by customer, translating technical and business requirement to properly position, scope, and quote SHI managed services.
  9. Establish rapport and confidence with internal teams, customers, and partners.
  10. Create documentation, presentations, and other artifacts to aid in the pre-sales process.
  11. Deliver trainings to internal sales team on SHI's managed service offerings.
  12. Provide monthly managed services sales forecast to SHI Leadership.
  13. Execute all stages of the SHI managed service sales cycle, from opportunity identification through completion of customer onboarding, setting clear expectations throughout.
  14. Participate in the customer onboarding process by bridging the gap between pre-sales and post-sales delivery, communicating customer goals and expectations discussed during the pre-sales engagement.
  15. Actively stay on top of company, competition, and technology knowledge.
Qualifications

Completed Bachelor's Degree in a related field or related relevant experience.

Minimum 3+ years' experience in successful consultative selling and account development of SMB or Commercial accounts with a services focus.

Previous experience in consulting and/or services sales team is required.

Required Skills

Demonstrate leadership and initiative in successfully driving specialty sales in accounts – profiling, advancing, negotiating, and closing opportunities.

Deep understanding of how clients use technology to meet business objectives.

Working knowledge of IT systems, platforms, and operational processes including identity management, IT security, Office 365, public cloud infrastructure, branch networking, device management, compliance requirements, etc.

Demonstrated operational excellence including customizing existing SOW templates to meet customer needs, while staying aligned with the core service offering.

Excellent interpersonal and organizational skills.

Ability to handle diverse situations and rapidly changing priorities.

Ability to communicate effectively, clearly, and concisely with customers at all organization levels, particularly the C-Suite.

Excellent conflict resolution and/or mediation skills.

Ability to meet stated customer-initiated deadlines.

Ability to multitask and complete tasks with efficiency and accuracy.

Excellent presentation skills.

Excellent consultative sales skills.

Excellent customer service skills.

Preferred Qualifications / Skills

Minimum 2 years' experience in a Managed Services sales or pre-sales engineering role.

Minimum 2 years' experience in a Services sales or pre-sale engineering role.

Unique Requirements

Travel to conferences, meetings and partner/customer sites as needed, up to 25%.

Additional Information

The estimated annual pay range for this position is $65,000 - $200,000 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.

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