Business Development Manager - AI Solutions

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 Business Development Manager - AI Solutions serves as a strategic growth catalyst within SHI's Advanced Growth Technologies (AGT) organization, responsible for accelerating new AI business opportunities across all SHI sales motions. This role supports sales representatives by providing AI solution expertise, partner program guidance, competitive positioning, and opportunity development support while driving business growth through strategic AI initiatives, campaigns, and programs.
Working closely with AGT Go-to-Market leadership, sales teams, technology partners, and business units, the Business Development Manager identifies, qualifies, and develops new AI opportunities across Public Sector, Global, Enterprise, and Commercial organizations. The role combines partner engagement, business development strategy, AI market intelligence, and seller enablement to expand SHI's reach within the Full Stack AI ecosystem, including Applications, Models, Infrastructure, Chips, Energy, Security, and Modern Workplace solutions.
The Business Development Manager plays a critical role in targeting net-new business opportunities, improving seller readiness, supporting Executive Briefing Center (EBC) initiatives, facilitating AI account planning, and promoting successful customer outcomes through scalable win-sharing programs. By leveraging data-driven insights, strategic partnerships, and AI-focused business development activities, this role helps establish repeatable growth motions that drive pipeline creation, opportunity acceleration, and long-term business success.

Role Description

• Assist sales representatives by providing AI solution support, program information, market insights, and competitive advantages for active and developing opportunities.
• Drive overall business growth for SHI's AI Solutions business through strategic programs, campaigns, target initiatives, and partner engagement activities.
• Develop and execute high-priority AI-focused business development initiatives designed to identify, engage, and convert new customer opportunities.
• Create and deliver training sessions, presentations, workshops, and account mapping exercises for customers, sales teams, and partner organizations.
• Monitor and manage AI opportunity pipelines, pursuits, and sales activities, ensuring alignment with organizational objectives and growth strategies.
• Identify and qualify high-value AI opportunities across Public Sector, Global, Enterprise, and Commercial business units.
• Build and foster strong business relationships with customers, sales teams, business unit leaders, partner organizations, and industry influencers.
• Represent SHI and strategic AI partners at customer engagements, executive briefings, conferences, industry events, and partner meetings to enhance awareness and opportunity generation.
• Educate the sales force on AI solutions, partner resources, Full Stack AI technologies, and business development best practices.
• Lead and participate in customer calls, presentations, workshops, Executive Briefing Center engagements, and discovery sessions to support new business development.
• Partner with AGT leadership and strategic technology partners to identify emerging opportunities and align growth initiatives across the AI ecosystem.
• Curate and develop partner-sourced AI opportunities spanning Applications, Models, Infrastructure, Chips, Energy, Security, and Modern Workplace solutions.
• Support AI account planning initiatives and improve seller readiness through prompt-based discovery techniques and AI-focused engagement strategies.
• Analyze business data, pipeline metrics, and market trends to identify growth opportunities, develop recommendations, and address challenges.
• Develop and publish AI success stories, customer outcomes, and win-wire communications that promote successful engagements and repeatable sales motions.
• Create and maintain training content, sales enablement tools, presentation materials, and educational resources for internal and external audiences.
• Coordinate and support strategic partner initiatives that drive awareness, engagement, and AI solution adoption across SHI's customer base.
• Serve as a bridge between AGT strategy, partner ecosystems, and seller execution to support scalable growth across the Full Stack AI marketplace.

The Business Development Manager - AI Solutions will:

• Drive net-new AI pipeline creation across all SHI business units.
• Identify and qualify high-value AI targets and pursuits.
• Expand opportunity generation through strategic prompting and tailored account planning.
• Enhance seller readiness and AI account engagement effectiveness.
• Promote successful customer outcomes through scalable win-sharing programs.
• Accelerate AI Advisor engagements and technical solution outcomes.
• Strengthen collaboration across SHI, AGT, and strategic technology partners.
• Support sustainable growth and market expansion across the Full Stack AI marketplace.
  

Behaviors and Competencies

• Reporting: Proactively identifies stakeholder communication needs, provides meaningful business updates, and ensures visibility into pipeline activity, partner initiatives, and growth opportunities.
• Training: Identifies learning and enablement opportunities, develops training solutions, and drives the adoption of new technologies, tools, and sales methodologies.
• Relationship Building: Establishes and nurtures strategic relationships with customers, partners, sales teams, and business stakeholders while fostering collaboration and trust.
• Problem-Solving: Identifies business challenges, analyzes root causes, recommends solutions, and takes initiative to drive successful outcomes.
• Results Orientation: Consistently delivers measurable business outcomes, maintains focus on growth objectives, and drives progress toward strategic goals.
• Analytical Thinking: Uses critical thinking and business intelligence to evaluate data, identify trends, and support informed decision-making.
• Data Analysis: Interprets sales, pipeline, partner, and market data to uncover opportunities, support strategy development, and improve performance.
• Teamwork: Collaborates effectively across cross-functional teams, contributes ideas and expertise, and supports shared organizational goals.
• Communication: Effectively communicates complex technical and business concepts to a wide range of audiences, adapting messaging to meet stakeholder needs.
• Time Management: Effectively manages competing priorities, balances multiple initiatives, and consistently meets deadlines in a fast-paced environment.
  

Skill Level Requirements

• Ability to effectively communicate, position, and sell complex AI technologies, business solutions, and services by understanding customer needs and articulating business value. - Intermediate
• Understanding of Information Technology products, cloud solutions, artificial intelligence technologies, and Full Stack AI architectures. - Intermediate
• Ability to examine, interpret, and model business, pipeline, and market data to support growth initiatives and strategic decision-making. - Intermediate
• Understanding of business operations, market positioning, competitive dynamics, and partner ecosystems to drive sustainable growth and opportunity development. - Intermediate
• Ability to effectively utilize Microsoft Office applications, business intelligence tools, CRM platforms, and AI-enabled technologies to improve productivity and performance. - Intermediate
• Demonstrated ability to identify, qualify, and accelerate business opportunities through structured sales motions and pipeline development activities. - Intermediate
• Understanding of ROI, TCO, TTM, and business value frameworks used to support customer decision-making and solution adoption. - Intermediate
• Ability to develop and maintain productive relationships with customers, partners, and internal stakeholders. - Intermediate
• Knowledge of AI market trends, emerging technologies, and partner-led growth strategies. - Intermediate
• Experience presenting to large audiences through both in-person and web-based engagements. - Intermediate

Other Requirements

• Completed Bachelor's Degree or equivalent relevant work experience required.
• 2-4 years of experience in business development, sales, partner management, technology solutions, or a similar role.
• Experience supporting sales organizations, pipeline development, or partner-driven growth initiatives preferred.
• Understanding of technology solutions, artificial intelligence, cloud platforms, or emerging technologies preferred.
• Ability to travel to SHI, partner, customer, and industry events.
• Ability to travel up to 15%.
• Ability to work flexible hours as business needs require.
• Experience engaging with executive stakeholders, customers, and strategic partners preferred.

The estimated annual pay range for this position is $75,000 - $130,000 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