Presales Solutions Specialist - Network

You'll be the network specialist for our Commercial sales teams, helping reps win and grow mid-market accounts. Commercial reps carry many accounts and run fast cycles. You'll give them quick, practical network expertise: qualify opportunities, scope solutions and close deals. You'll pull in Architects only when a deal needs deeper design. This is a remote position required to reside in the St. Louis, MO area as required for business needs and as determined by SHI management.

About Shi

• Us 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.
• But the heartbeat of SHI is our employees – all 7,000 of them.
• If you join our team, you’ll enjoy: Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S. Continuous professional growth and leadership opportunities.
• World-class facilities and the technology you need to thrive – in our offices or yours.

Responsibilities

• Description Support Commercial Account Executives across a high volume of network opportunities.
• Respond quickly with clear, right-sized recommendations.
• Join customer calls to uncover network needs and refresh opportunities.
• Position solutions in terms of cost, simplicity and business impact.
• Help reps build pipeline.
• Run campaigns and account reviews to find upgrade, refresh and renewal opportunities in the install base.
• Build quotes and configurations, mainly in Cisco Commerce Workspace (CCW).
• Recommend Cisco, Meraki and comparable vendor solutions that fit the customer's budget.
• Lead repeatable plays such as Meraki, SD-WAN, wireless refresh, switching refresh, SASE and secure access.
• Bundle with Security, Data Center, Cloud and Services where it fits.
• Use OEM programs, promotions and deal registration to improve win rates and margin.
• Escalate larger or more complex opportunities to Architects and Enterprise Engineers.
• Hand them clean notes for a smooth transition.
• Coach reps through 1x1 sessions, team huddles and short enablement sessions on network basics, objection handling and competitive positioning.
• Track your pipeline and activity in CRM and report on progress against targets.
• Represent SHI at partner and customer events, including regional and virtual ones.
• Can identify customer needs, propose suitable products or services, and take action to close sales without explicit instructions.
• Can independently create and update documentation, ensuring accuracy and consistency, and can identify gaps or areas needing clarification.

Requirements

• Can prioritize daily tasks, manage personal workflow, and utilize basic tools to keep track of responsibilities.
• Can generally use time effectively but may occasionally struggle with prioritizing tasks, meeting deadlines, or maintaining work-life balance.
• Can identify opportunities for improvement, propose solutions, and take action without explicit instructions.
• Can effectively communicate complex ideas and information, and can adapt communication style to the audience.
• Can identify opportunities to use digital tools for improvement and propose digital solutions.
• Can identify moderate areas for improvement and implement moderate changes.
• Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.
• Can work effectively in a team, contributing ideas and effort, and respecting the contributions of others.
• Can prepare and deliver presentations, addressing key points and responding to questions with clarity.
• Level Requirements The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently - Basic Proficiency in utilizing Customer Relationship Management (CRM) software to manage and analyze customer interactions and data throughout the customer lifecycle, improving customer service, retention, and sales growth - Basic Proficiency in utilizing Cisco's suite of tools such as CCW, Connect the Dots, EOL/EOS Newsletters, Webex Teams, Datasheets, Installation Guides, and Customer Service Hub to support technical and sales-related tasks - Basic Ability to understand and articulate various security technologies, including firewalls, endpoint protection, email security, and identity management, to identify and address customer security challenges - Basic Skilled in providing guidance and mentorship to teams to enhance their performance and support their professional development - Basic Other Requirements Completed Bachelor’s Degree or relevant work experience required 2+ years working with Cisco networking (switching, routing, wireless, Nexus, Meraki) in a sales, presales or technical role.
• Working knowledge of LAN, WAN, SD-WAN, wireless, SASE/SSE and secure access (intermediate).
• Aruba, Juniper, HPE, Arista.
• Willingness to travel to SHI, partner and customer events - up to 10% Preferred Sales or technical certifications (Meraki CMNA, CCNA/CCNP or equivalent).
• Experience in a Commercial, SMB or mid-market sales environment.
• Experience with a pipeline or quota.

Pay

• The estimated annual pay range for this position is $100,000 - $150,000 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

• Health, wellness, and financial benefits to offer peace of mind to you and your family.
• Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Familiarity with competing vendors

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