Solutions Executive - Microsoft

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 Microsoft Solutions Executive will drive growth and build onto the rapidly growing Microsoft practice. The Microsoft Solutions Executive will be tasked with helping customers to understand the value of Microsoft practice and acquiring new Microsoft logos/business for the company. Coordinate a team of sales/technical resources, build key relationships with internal sellers, leadership, and C-level executives. showcasing the company’s Microsoft practice advancement and innovation in order to assist customers with solving for business outcomes. 
The Solutions Executive is responsible for generating and driving pipeline by understanding customer needs and positioning company solutions, developing strategic C-Level relationships, and implementing go-to-market strategies with AWS or Microsoft technologies. This role involves enhancing the cloud acumen of sales teams, partnering with sales leadership to execute acquisition strategies, guiding customers through governance best practices, and collaboratively delivering long-term value through cloud management and services.
This position is required to report to the SHI Austin, TX or SHI Somerset, NJ office location as determined by SHI management.

Role Description

• Grow the existing customer base for Microsoft, growing both Revenue and Gross Margin

• Establish and Develop Strategic C-Level Relationships and Go-to-market strategy to help our customers transform their enterprises through Microsoft technologies and the value of SHI’s Cloud and MSP Practice

• Develop, test, refine, and scale sales strategies for adoption of Microsoft

• Continuous Education of the core Microsoft products, programs, and operations

• Provide a Simplified Billing Experience for customers in a multi-cloud world

• Assist Customers in navigating the onboarding process to the company’s Cloud and MSP Practice

• Guide customers through foundational governance best practices to allow the ability for successful and scalable cloud adoption

• Improve the cloud acumen of the SHI field/inside sales teams by partnering with regional and district managers and working closely with Technical Resources in your assigned region.

• Provide Feedback to SHI delivery teams and Microsoft teams to ensure future offerings are aligned to customer needs and use cases

• Collaborate with company Sellers and Customers Navigate Microsoft Programs for Funding

• Strategically partner with company Sales Leadership and Account Executives To execute on the Microsoft acquisition strategy

• Generate, identify, and drive pipeline by understanding customer needs and position relevance to company solutions and services

• Develop close relationships with company sellers, internal resources, and leadership

• Work collaboratively with company Microsoft and service partners in delivering long-term value to our customers

• Report, forecast, and track sales activity in respective regions to ensure we are driving Microsoft based activities and opportunities continue to progress

• Manage pipeline, customer success metrics and tracking to key results in CRM

• Present the company value around Microsoft management and services at customer events and travel to market

• Generate, identify, and drive pipeline by understanding customer needs and positioning relevance to company solutions and services.

• Establish and develop strategic C-Level relationships and go-to-market strategies to help customers transform their enterprises through AWS or Microsoft technologies.

• Provide a simplified billing experience for customers in a multi-cloud world and assist them in navigating the onboarding process to the company’s Cloud and MSP Practice.

• Improve the cloud acumen of the SHI field/inside sales teams by partnering with regional and district managers and working closely with technical resources in your assigned region.

• Strategically partner with company sales leadership and account executives to execute the acquisition strategy for AWS or Microsoft.

• Report, forecast, and track sales activity in respective regions to ensure we are driving cloud-based activities and opportunities continue to progress.

• Present the company value around cloud management and services at customer events and travel to market.

• Develop, test, refine, and scale sales strategies for the adoption of AWS or Microsoft technologies.

• Guide customers through foundational governance best practices to allow for successful and scalable cloud adoption.

• Work collaboratively with company sellers, internal resources, and service partners in delivering long-term value to our customers.

Behaviors and Competencies

• Adaptability: Can adjust to changes in the work environment, manage multiple tasks, and effectively handle uncertainty.

• Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.

• Negotiation: Can identify opportunities for compromise, propose solutions, and take action to influence outcomes without explicit instructions.

• Business Development: Can identify potential business opportunities, propose strategies for growth, and take action without explicit instructions.

• Relationship Building: Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.

• Listening: Can recognize underlying messages and non-verbal cues in communication, responding appropriately to both explicit and implicit information.

• Problem-Solving: Can identify problems, propose solutions, and take action to resolve them without explicit instructions.

• Presenting: Can prepare and deliver presentations, addressing key points and responding to questions with clarity.

Skill Level Requirements

• The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently - Intermediate

• Proficiency in utilizing Customer Relationship Management (CRM) software to manage and analyze customer interactions and data throughout the customer lifecycle, improving customer service, retention, and sales growth - Intermediate

Other Requirements

• Completed Bachelor’s Degree or relevant work experience required

• 2-4 years of experience in an Inside Sales/Outside Sales role

• 2-4 years of experience working with cloud concepts (Cloud, DevOps, CI/CD, Core & Micro Services within AWS) preferred

• Ability to travel 20%

• Advanced certification such as AWS Cloud Practitioner or MCP Certification required within first 60 days of SHI employment

#LI-LR1

The estimated annual pay range for this position is $70,000 - $250,000 which includes a base salary plus commissions. 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