Solutions Advisor – AI

Job Description:

• Partner with Account Executives, Sales Leaders, and Business Unit stakeholders to identify, develop, and qualify AI opportunities
• Conduct customer discovery conversations focused on business outcomes, operational challenges, and AI readiness
• Apply BANTC and MEDDIC qualification frameworks to determine opportunity viability
• Create and maintain a pipeline of qualified AI opportunities
• Convert marketing-generated leads, partner referrals, and seller-identified opportunities into active pursuits
• Help sellers position AI opportunities aligned to customer priorities and Target Initiatives
• Tailor AI sales motions for Commercial, Enterprise, Global, Public Sector, and other SHI Business Unit customers
• Follow up on Executive Briefing Center engagements and AI-specific account plans
• Educate sellers on SHI's AI portfolio, capabilities, and GTM programs
• Deliver AI opportunity identification coaching and guidance
• Share AI use cases, industry trends, and best practices with account teams
• Promote AI account-planning methodologies and prompting frameworks
• Coordinate Enterprise Architects, AI Solution Architects, Infrastructure Specialists, AI Labs, Cyber Labs, Services teams, and strategic partners
• Support solution validation and opportunity advancement
• Maintain opportunity documentation and qualification details in CRM
• Track opportunity progression and next-step actions
• Participate in pipeline reviews and forecasting discussions
• Deliver reporting on activity levels, opportunity status, and revenue potential
• Contribute data and insights to improve pursuit methodologies and sales effectiveness

Requirements:

• 3-7+ years of experience in technology sales, business development, solution advisory, or technical presales
• Experience supporting complex technology or digital transformation initiatives
• Proven success in identifying and qualifying new business opportunities
• Experience working with enterprise customers and executive stakeholders
• Strong discovery and consultative selling skills
• Ability to translate business problems into technology solutions
• Effective communication and presentation abilities
• Strong organizational and opportunity management skills
• Ability to manage multiple pursuits simultaneously
• Foundational understanding of artificial intelligence technologies and market trends
• Knowledge of cloud, infrastructure, security, data, or application ecosystems
• Interest in staying current on emerging AI platforms, vendors, and use cases
• Familiarity with modern sales methodologies and opportunity qualification frameworks
• Preferred: Experience selling AI, cloud, infrastructure, cybersecurity, analytics, or data solutions
• Preferred: Familiarity with NVIDIA, Dell Technologies, Cisco, Lenovo, or leading AI partners
• Preferred: Exposure to enterprise AI initiatives and generative AI technologies
• Preferred: AI-related certifications or willingness to pursue AI certifications
• Preferred: Experience supporting executive workshops, strategy sessions, or briefing centers

Benefits:

• Continuous professional growth and leadership opportunities
• Health, wellness, and financial benefits
• World-class facilities and the technology you need to thrive – in our offices or yours
• Medical, vision, dental, 401K, and flexible spending