Manager - Dell Specialty Sales

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

SHI is a Dell Technologies Titanium Black Partner, and Dell is SHI’s #1 hardware partner. The Manager, Dell Specialty Sales leads a team of Dell Specialty Sales Specialists who find and win refresh opportunities across storage, servers, and end-user computing (EUC). This leader owns the team’s results, builds the refresh process the team runs on, and develops specialists who can hold credible 100 to 200 level conversations about Dell products, roadmaps, and how the technology works in a customer’s environment. The Manager is the main point of alignment between the team, SHI Account Executives, Solutions Engineers, and Dell’s channel and direct teams.

Role Description

Team Leadership and Development 

• Hire, onboard, and develop Dell Specialty Sales Specialists, setting clear expectations for activity, pipeline, and results. 

• Coach specialists through regular 1:1s, call reviews, and deal reviews to sharpen discovery, positioning, and closing skills. 

• Build a training plan so every specialist reaches and maintains 100 to 200 level knowledge of Dell Storage, Server, and AI Client portfolios and roadmaps, and earns relevant Dell sales accreditations. 

 

Refresh Program Ownership 

• Own the refresh-cycle process: how install base, warranty and support end dates, and SHI purchase history are turned into prioritized outreach lists. 

• Assign accounts or territories to specialists and keep coverage balanced. 

• Maintain a rolling 6–18 month refresh view across the team’s accounts and make sure every upcoming refresh has an owner and a plan. 

• Work with Dell and SHI marketing on refresh campaigns and promotions, such as end-of-support, AI PC, and storage/server modernization plays. 

Sales Performance and Forecasting 

• Own the team’s quarterly and annual targets for bookings, gross profit, and pipeline. 

• Run weekly pipeline and forecast reviews and deliver an accurate forecast to sales leadership. 

• Track team KPIs and act on gaps early. 

• Ensure CRM data, Dell deal registrations, and quotes are accurate and follow SHI process. 

• Help close key deals through executive engagement, pricing strategy, and escalations with Dell. 

Partner and Internal Alignment 

• Serve as the main contact between the team and Dell’s channel and direct sales leaders, including joint business planning, account mapping, and funding. 

• Partner with Account Executives and sales leaders so specialists are seen as a resource that grows their accounts. 

• Work with Solutions Engineers on when and how to bring in deeper technical help. 

• Promote attach of SHI services such as Integration Center configuration and imaging, deployment, asset management, and device disposition. 
• Share market, product, and pricing feedback with SHI’s Dell partner team and leadership. 
  

Behaviors and Competencies

• Strategic Thinking: Can analyze complex situations, anticipate future trends, and align and integrate strategies across departments or functions.
• Leadership: Can take ownership of complex team initiatives, collaborate with others in decision-making processes, and drive team performance.
• Innovation: Can navigate major shifts in organizational strategy, support others through change, and champion innovation culture.
• Change Management: Can manage major changes in organizational processes or policies, can facilitate change management processes among others, can mentor others in effective change management, and can adapt change management style based on the situation and the organization’s needs.
• 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.
• Technical Expertise: Can demonstrate a high level of technical expertise in a specified area and can serve as a resource for others.
• Collaboration: Can take ownership of team initiatives, foster a collaborative environment, and ensure that all team members feel valued and heard.
• Continuous Improvement: Can identify major areas for improvement, implement major changes, and support others in their continuous improvement efforts.
• Decision-Making: Can facilitate group decision-making processes, build consensus, and commit to a course of action even in the face of uncertainty.

Skill Level Requirements

• The expertise in leveraging cloud-based platforms and services to build, deploy, and manage applications and data on the internet. - Expert
• The ability to maintain, manage, and optimize a variety of data communication networks and systems to ensure seamless connectivity and performance. - Expert
• Proficiency in working with and understanding security solutions from leading vendors such as Okta, Crowdstrike, Palo Alto, Proofpoint, CyberArk, SailPoint, Fastly, FireEye, and Fortinet. - Expert
• The ability to define, design, build, and maintain robust systems and solutions by leveraging systems and infrastructure effectively. - Expert
• Ability to oversee and direct projects to completion, ensuring goals are met, resources are utilized efficiently, and stakeholders are satisfied. - Expert
• Ability to examine, clean, transform, and model data to discover useful information, draw conclusions, and support decision-making. - Expert

Other Requirements

• Completed Bachelors Degree or relevant work experience required
• 4+ years in technology sales, with at least 2 years leading or coaching a sales team (formal or team-lead experience).
• Track record of hitting team or individual quota in hardware or infrastructure sales. 

• Working knowledge of storage, servers, and end-user devices, and why customers refresh them. 

• Experience building and running a repeatable outbound or lifecycle-based sales process. 

• Strong forecasting, pipeline management, and CRM skills. 
• Ability to travel 20%

Preferred

• Dell Technologies sales accreditations (Storage, Server, Client). 

• Experience at a solution provider.

• Experience managing an OEM partner relationship, including joint business planning and partner funding. 

• Familiarity with Dell programs: deal registration, APEX, ProSupport, Dell Financial Services. 

The estimated annual pay range for this position is $150,000 - $250,000 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