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 $15 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 6,000 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 ITAM Solutions Architect owns a territory, vertical, or named account list and is responsible for identifying, designing, and selling transformative ITAM 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 Snr Director, ITAM Sales.
Role Description
A. Sales Ownership and Customer Impact
Own a territory, vertical, or named account list and achieve quota through consultative selling of ITAM and FinOps solutions.
To support consistent attainment of quota, the ITAM Solutions 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 SHIs ITAM and FinOps offerings and show a clear path to closure.
B. Solution Architecture and Consulting
Design tailored solutions that help customers achieve IT cost control, compliance, and innovation goals.
Provide subject matter expertise across the ITAM lifecycle — from license strategy and tool adoption to decommissioning.
Stay current with major vendor programs and industry best practices to guide customers on optimal strategies.
Act as a transformation partner, enabling customers to mature their ITAM and FinOps capabilities over time.
C. Internal Enablement and Thought Leadership
Collaborate with internal teams to educate and enable SHI sales and delivery teams.
Mentor ITAM analysts, consultants, and junior team members to raise overall delivery quality.
Support marketing events, webinars, and industry forums to promote SHI’s thought leadership.
Provide market insights and feedback to ITAM 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 ITAM will follow the MEDDPICC sales methodology
Lead customer discovery sessions to identify pain points, transformation goals, and solution needs.
Deliver compelling value propositions through proposals, SOWs, and RFP responses.
Close deals that drive customer success and position SHI as a strategic ITAM 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
Proven ability to lead and close complex, consultative sales engagements.
Deep knowledge of ITAM, SAM, and FinOps principles, with practical experience implementing enterprise solutions.
Strong understanding of software licensing across major vendors (e.g., Microsoft, Oracle, IBM, Adobe, etc.).
Ability to translate technical concepts into business value for executive audiences.
Entrepreneurial mindset with the ability to thrive in a high-growth, consultative sales environment.
Excellent proposal writing, deal structuring, and negotiation skills.
Other Requirements
Bachelor’s degree or equivalent experience preferred.
Minimum of 10 years’ experience in IT Asset Management (ITAM) or related field.
Demonstrable track record of quota achievement in a sales or sales engineering/architect
Experience with SAM tools (Flexera, ServiceNow, Snow, etc.) and FinOps practices.
Recognized certifications in ITAM, SAM, or related technologies are highly desirable (CAMP, CITAM, CSAM, etc.)
Willingness to travel (up to 50%)
The base salary range for this position is $125,000k - $175,000.
The estimated on-target earnings, or OTE, which includes a base salary and bonus/commissions, are $215,000 - $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.
