Security Solutions Advisor

About 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.

• Health, wellness, and financial benefits to offer peace of mind to you and your family.

• World-class facilities and the technology you need to thrive – in our offices or yours.

Job Summary

The Security Solutions Advisor is responsible for the acquisition of net-new security business within a given territory. They will proactively leverage SHI data, alongside partner information, to identify and generate sales opportunities and meetings with security prospects through outreach activities and profiling accounts, and serve as a customer-facing subject matter expert to build a pipeline and close security deals.

Role Description

• Generate, identify, and drive pipeline by understanding customer needs and positioning relevance to company solutions and services.

• Drive security growth for SHI by profiling, qualifying, and prospecting into Enterprise security whitespace target accounts.

• Serve as a customer-facing subject matter expert on security products, service offerings, and SHI's capabilities to help customers select, deploy, adopt, and manage security technology.

• Engage with Enterprise sales and technical teams to initiate the product sales cycle, qualify opportunities, and close open pipeline.

• Strategically partner with company sales leadership and account executives to execute the acquisition strategy for Security products.

• Sales executions against new security logo KPIs and effective pipeline management.

• Guide customers through foundational governance best practices to allow for successful and scalable cloud adoption.

Behaviors and Competencies

• Adaptability: Can adjust to changes in the work environment, manage multiple tasks, and effectively handle uncertainty.

• Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.

• Negotiation: Can identify opportunities for compromise, propose solutions, and take action to influence outcomes without explicit instructions.

• Business Development: Can identify potential business opportunities, propose strategies for growth, and take action without explicit instructions.

• Relationship Building: Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.

• Listening: Can recognize underlying messages and non-verbal cues in communication, responding appropriately to both explicit and implicit information.

• Problem-Solving: Can identify problems, propose solutions, and take action to resolve them without explicit instructions.

• Presenting: Can prepare and deliver presentations, addressing key points and responding to questions with clarity.

Skill Level Requirements

• The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently - Intermediate

• 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 - Intermediate

Other Requirements

• Completed Bachelor’s Degree or relevant work experience required

• 3+ years of experience in an Inside Sales/Outside Sales role

• 2+ years of direct security sales experience

• 2+ years of experience prospecting new business in whitespace accounts

• Ability to travel 20%

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The estimated annual pay range for this position is $100,000 - $160,000 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