Solutions Executive - 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 Dell Specialty Sales Solutions Executive focuses only on Dell sales. The job is to find and win refresh opportunities across storage, servers, and end-user computing (EUC). Working from install base and warranty data, this person contacts customers before their refresh dates and explains, at a foundational (100-level) level, how current Dell products and roadmaps fit the customer’s environment. The Specialist partners with SHI Account Executives, Solutions Engineers, and Dell field teams to turn those conversations into closed business.

Role Description

Building Pipeline from Refresh Cycles

• Use Dell install base, warranty and support end dates, and SHI purchase history to find customers coming up on a refresh, and contact them early.

• Keep a rolling 6–18 month refresh calendar for assigned accounts and turn it into qualified pipeline.

• Do outbound outreach (calls, email, LinkedIn, campaigns) to IT directors, infrastructure managers, and end-user computing leaders.

• Find and expand on opportunities to attach technologies at refresh. Ex: storage consolidation, server modernization, Data Protection, AI-ready PCs, and Dell APEX subscriptions.

Customer Conversations at a 100 – 200 Level

• Run discovery on the customer’s current environment: workloads, capacity, performance, device fleet age, and support status.

• Explain Dell product lines and roadmaps in plain business language. Examples, not limited to:

• Storage: PowerStore, PowerScale, PowerMax, PowerProtect

• Servers and hyperconverged: PowerEdge, VxRail, Dell Private Cloud

• EUC: AI PCs

• Explain how the technology works in the customer’s environment: what it replaces, what it connects to, and what changes for the customer.

• Know when to bring in Solutions Engineers or Dell specialists for deeper design work.

Sales Execution

• Dell deal registration, proposals for refresh opportunities, meeting SHI deal registration requirements and assist with quoting,

• Position SHI’s added services: Integration Center configuration and imaging, deployment, migrations, asset management, and device disposition.

• Hit quarterly and annual targets for bookings, gross profit, and pipeline.

• Keep CRM data accurate: refresh dates, opportunity stages, and forecast.

Partner and Internal Alignment

• Act as the Dell refresh resource for assigned Account Executives and teach them about Dell programs, promotions, and spiffs.

• Work with Dell channel and direct teams on account mapping, joint campaigns, and funding.
• Feed product, pricing, and market feedback to SHI’s Dell partner team.

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 technology sales, inside sales, or partner/OEM specialist work
• Ability to travel 20%
• Dell Technologies sales accreditations (Storage, Server, Client AI) preferred
• Experience at a solution provider preferred

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

The estimated annual pay range for this position is $100,000 - $175,000 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