Solutions Advisor – AI

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Collaborate with Account Executives, Sales Leaders, and Business Unit stakeholders to uncover, develop, and qualify AI opportunities.

• Engage in customer discovery discussions aimed at business outcomes, operational challenges, and AI readiness.

• Utilize BANTC and MEDDIC qualification frameworks to assess opportunity viability.

• Establish and manage a pipeline of qualified AI opportunities.

• Transform marketing-generated leads, partner referrals, and seller-identified opportunities into active pursuits.

• Assist sellers in positioning AI opportunities that align with customer priorities and Target Initiatives.

• Customize AI sales strategies for Commercial, Enterprise, Global, Public Sector, and various SHI Business Unit customers.

• Follow up on engagements from the Executive Briefing Center and AI-specific account plans.

• Educate sellers regarding SHI's AI portfolio, capabilities, and go-to-market programs.

• Provide coaching and guidance for AI opportunity identification.

• Share AI use cases, industry trends, and best practices with account teams.

• Advocate for AI account-planning methodologies and prompting frameworks.

• Coordinate with Enterprise Architects, AI Solution Architects, Infrastructure Specialists, AI Labs, Cyber Labs, Services teams, and strategic partners.

• Aid in solution validation and the progression of opportunities.

• Maintain opportunity documentation and qualification details within the CRM.

• Monitor opportunity advancement and next-step actions.

• Take part in pipeline reviews and forecasting discussions.

• Provide reports on activity levels, opportunity status, and revenue potential.

• Contribute data and insights to enhance pursuit methodologies and sales effectiveness.

⛳️ Requirements

• 3-7+ years of experience in technology sales, business development, solution advisory, or technical presales.

• Experience in supporting complex technology or digital transformation projects.

• Demonstrated success in identifying and qualifying new business opportunities.

• Experience collaborating with enterprise customers and executive stakeholders.

• Strong discovery and consultative selling abilities.

• Capability to translate business challenges into technology solutions.

• Excellent communication and presentation skills.

• Strong organizational and opportunity management capabilities.

• Ability to handle multiple pursuits simultaneously.

• Foundational knowledge of artificial intelligence technologies and market trends.

• Familiarity with cloud, infrastructure, security, data, or application ecosystems.

• Interest in keeping up with emerging AI platforms, vendors, and use cases.

• Understanding of modern sales methodologies and opportunity qualification frameworks.

• Preferred: Experience in selling AI, cloud, infrastructure, cybersecurity, analytics, or data solutions.

• Preferred: Familiarity with NVIDIA, Dell Technologies, Cisco, Lenovo, or leading AI partners.

• Preferred: Exposure to enterprise AI initiatives and generative AI technologies.

• Preferred: AI-related certifications or a willingness to pursue them.

• Preferred: Experience in supporting executive workshops, strategy sessions, or briefing centers.

🏝️ Benefits

• Continuous professional development and leadership opportunities.

• Health, wellness, and financial benefits.

• Access to world-class facilities and the technology necessary for success – whether in our offices or yours.

• Medical, vision, dental, 401K, and flexible spending options.