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.
The FinOps Solution Architect owns a territory, vertical, or named account list and is responsible for identifying, designing, and selling transformative FinOps solutions. This individual will collaborate with SHI Account Executives, internal stakeholders, and SHI partners to lead engagements from discovery through closure, ensuring seamless handoffs to delivery teams and ongoing customer success. This role reports to the Sr. Director, Spend Optimization Services (SOS) Sales.
Role Description
Sales Ownership and Customer Impact
Own a territory, vertical, or named account list and achieve quota through consultative selling of FinOps solutions.
To support consistent attainment of quota, the FinOps Solution Architect is expected to maintain healthy pipeline coverage across both the current and upcoming quarters:
Current Quarter: A minimum of 3x coverage on the remaining gap to quota, factoring in already invoiced or committed revenue.
Next Quarter: A minimum of 3x total quarterly quota, consisting of qualified opportunities that align to SHI’s FinOps offerings and show a clear path to closure.
Solution Architecture and Consulting
Design tailored solutions that help customers achieve cloud, AI, and SaaS value realization, financial accountability, and innovation goals.
Provide FinOps subject matter expertise and align solutions to the FinOps Framework, guiding customers through solutions across its core phases: Inform, Optimize, and Operate, while promoting cross-functional presales engagement between finance, engineering, and business stakeholders and decision makers.
Apply FinOps Domains and Capabilities to assess customer maturity, benchmark practices, and recommend actionable improvements achievable via SHI FinOps Services.
Stay current with major cloud, AI, and SaaS provider programs and industry best practices to advise on optimal FinOps strategies.
Demonstrate deep experience across a range of FinOps tools—both native and third-party - including their strengths, limitations, adoption patterns, and use cases.
Act as a transformation partner, enabling customers to envision how to mature their FinOps practices over time and realize strategic outcomes via SHI FinOps Services.
Internal Enablement and Thought Leadership
Collaborate with internal teams to educate and enable SHI’s broader sales community and delivery teams on FinOps principles and practices.
Mentor FinOps analysts, consultants, and junior team members to raise overall delivery quality.
Support marketing events, webinars, and industry forums to promote SHI’s thought leadership in FinOps.
Provide market insights and feedback to FinOps leadership to refine services and positioning.
Pipeline expectations will be reviewed regularly with sales leadership to ensure sustained performance, accurate forecasting, and proactive deal strategy. SHI FinOps will follow the MEDDPICC sales methodology.
Lead customer discovery sessions to identify pain points, transformation goals, and solution needs related to cloud, AI, and SaaS financial management.
Deliver compelling value propositions through proposals, SOWs, and RFP responses.
Close deals that drive customer success and position SHI as a strategic FinOps partner.
Behaviors and Competencies
Problem-Solving: Can proactively identify and take ownership of complex problem-solving initiatives, initiate preventative measures, collaborate with others to find solutions, and drive successful outcomes.
Communication: Can effectively communicate complex ideas and information to diverse audiences, facilitate effective communication between others, and mentor others in effective communication.
Adaptability: Can lead others through change, help teams adapt to new directions, and create a culture open to change.
Leadership: Can take ownership of complex team initiatives, collaborate with others in decision-making processes, and drive team performance.
Teamwork: Can build and lead multiple teams, fostering a cooperative environment and ensuring effective communication between team members.
Self-Motivation: Can take ownership of complex personal or professional initiatives, collaborate with others when necessary, and drive results through self-motivation.
Skill Level Requirements
Proficiency in overseeing and directing projects to completion, ensuring goals are met, resources are utilized efficiently, and stakeholders are satisfied - Intermediate
Ability to systematically identify, document, and manage the technical needs and specifications of a project by engaging with stakeholders and analyzing business objectives to ensure successful project outcomes - Intermediate
Ability to define, design, build, and maintain robust systems and solutions by leveraging systems and infrastructure effectively - Intermediate
Ability to write, debug, and maintain code in various scripting and programming languages to automate tasks and develop software solutions - Intermediate
Ability to understand and manage various infrastructure components (firewalls, load balancers, hypervisors, storage, monitoring, security) and use orchestration tools to develop comprehensive technical solutions - Intermediate
Ability to develop detailed Statements of Work (SOWs) and drive revenue growth through professional services engagements - Intermediate
Extensive experience working on large scale IT projects related to design, deployment and configuration - Intermediate
Other Requirements
Completed Bachelor’s Degree or relevant work experience
Minimum of 4-5 years’ experience in FinOps, cloud, AI, and SaaS financial management, or related field.
Demonstrable track record of quota achievement in a sales or sales engineering/architect role.
Experience with FinOps tools (Flexera CCO, Spot, CloudHealth, Apptio, Cloudability, etc.) and practices.
Recognized certifications in FinOps or related technologies are highly desirable (FinOps Certified Practitioner, AWS/Azure/GCP certifications, etc.).
Willingness to travel (up to 25%)
#LI-HB2
The base salary range for this position is $150,000 - $175,000. The estimated on-target earnings, or OTE, which includes a base salary and bonus/commissions, are $235,000 - $295,000. 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
Top Skills
What We Do
Think of SHI as your personal technology concierge. We connect your team with the IT solutions and services you need to support your organizational growth and employee experience.
Whether you’re building a modern hybrid workplace, defending against an evolving threat landscape, making the cloud work harder for you, or searching for ways to optimize your software portfolio, our friendly 6,000-person team is ready to solve what’s next for your organization.
Our in-house data center integration, device configuration, and deployment and license advisory services, plus our top-tier status with vendors and flexible financing make life simpler for IT decision makers.
Execute your IT vision with stress-free, scalable solutions you – and your people – will love.
SHI is proud to be the largest Minority/Woman Owned Business Enterprise (MWBE) in the United States.
