ASG Solutions Engineer - Managed Services

$65,000 - $200,000/Yr

Shi International Ltd - Juneau, AK

Full-time - Mid Level

Remote - Juneau, AK

5,001-10,000 employees

Furniture, Home Furnishings, Electronics, and Appliance Retailers

About the position

The ASG Solutions Engineer - Managed Services is a pivotal role within SHI, focused on driving the growth of the managed services business by engaging with both new and existing customers. This position requires a deep understanding of SHI's managed services portfolio and the ability to leverage a consultative sales approach. The individual will be responsible for qualifying opportunities, understanding customer needs and budgets, positioning services and pricing, overcoming objections, and ultimately guiding opportunities to contract signature. The role demands a proactive approach to sales, where the engineer will serve as the subject matter expert, ensuring that customers are well-informed about the value and capabilities of SHI's managed services. In this role, the Solutions Engineer will engage in various activities including customer meetings, follow-ups, and contract negotiations. They will be tasked with thoroughly qualifying customers to ensure a proper fit for the managed services offerings and will communicate with qualified prospects through email and virtual meetings. The engineer will also be responsible for updating customer profiles and managing the sales pipeline in the CRM system, ensuring that all key documentation is reviewed and that technical and business requirements are accurately translated into service offerings. Additionally, the Solutions Engineer will create documentation, presentations, and other artifacts to support the pre-sales process and will deliver training to the internal sales team on SHI's managed service offerings. They will provide monthly sales forecasts to SHI leadership and participate in the customer onboarding process, bridging the gap between pre-sales and post-sales delivery. Staying informed about company developments, competition, and technology trends is crucial for success in this role.

Responsibilities

• Driving managed services growth for SHI by supporting sales in acquiring new managed services lines of business in new and existing SHI customers
• Developing and closing managed services opportunities through customer meetings, follow-up, discovery, contract negotiations, and contract signature
• Serving as the expert for SHI's managed services value, capabilities, standards, and methodology
• Thoroughly qualifying customers to ensure proper fit for the managed services offerings
• Serving as the key subject matter expert for each opportunity
• Communicating with qualified prospects through email and virtual meetings
• Updating customer profile and opportunity information and managing sales pipeline in CRM
• Reviewing key documentation provided by customer, translating technical and business requirement to properly position, scope, and quote SHI managed services
• Establishing rapport and confidence with internal teams, customers, and partners
• Creating documentation, presentations, and other artifacts to aid in the pre-sales process
• Delivering trainings to internal sales team on SHI's managed service offerings
• Providing monthly managed services sales forecast to SHI Leadership
• Executing all stages of the SHI managed service sales cycle, from opportunity identification through completion of customer onboarding, setting clear expectations throughout
• Participating in the customer onboarding process by bridging the gap between pre-sales and post-sales delivery, communicating customer goals and expectations discussed during the pre-sales engagement
• Actively staying on top of company, competition, and technology knowledge

Requirements

• Completed Bachelor's Degree in a related field or related relevant experience
• Minimum 3+ years' experience in successful consultative selling and account development of SMB or Commercial accounts with a services focus
• Previous experience in consulting and/or services sales team is required
• Demonstrate leadership and initiative in successfully driving specialty sales in accounts - profiling, advancing, negotiating, and closing opportunities
• Deep understanding of how clients use technology to meet business objectives
• Working knowledge of IT systems, platforms, and operational processes including identity management, IT security, Office 365, public cloud infrastructure, branch networking, device management, compliance requirements, etc.
• Demonstrated operational excellence including customizing existing SOW templates to meet customer needs, while staying aligned with the core service offering
• Excellent interpersonal and organizational skills
• Ability to handle diverse situations and rapidly changing priorities
• Ability to communicate effectively, clearly, and concisely with customers at all organization levels, particularly the C-Suite
• Excellent conflict resolution and/or mediation skills
• Ability to meet stated customer-initiated deadlines
• Ability to multitask and complete tasks with efficiency and accuracy
• Excellent presentation skills
• Excellent consultative sales skills
• Excellent customer service skills

Nice-to-haves

• Minimum 2 years' experience in a Managed Services sales or pre-sales engineering role
• Minimum 2 years' experience in a Services sales or pre-sale engineering role

Benefits

• Medical insurance
• Vision insurance
• Dental insurance
• 401K
• Flexible spending account
• Continuous professional growth and leadership opportunities
• Health and wellness benefits
• Financial benefits for peace of mind