ASG Solutions Engineer - Managed Services

$65,000 - $200,000/Yr

Shi International Ltd - Boston, MA

Full-time - Mid Level

Remote - Boston, MA

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's Advanced Solutions Group, primarily focused on driving the growth of SHI's managed services business. This position is designed to support sales efforts by engaging with both new and existing customers, ensuring that SHI's managed services portfolio is effectively communicated and positioned to meet customer needs. The individual in this role will act as a subject matter expert, utilizing a consultative sales approach to qualify opportunities, understand customer requirements and budget constraints, and ultimately guide prospects through the sales process to contract signature. In this remote position, the Solutions Engineer will be responsible for developing and closing managed services opportunities. This includes conducting customer meetings, following up on leads, performing discovery sessions, negotiating contracts, and securing signatures. The role requires a deep understanding of SHI's managed services value, capabilities, standards, and methodologies, ensuring that customers are thoroughly qualified for the offerings available. The Solutions Engineer will also be tasked with maintaining accurate customer profiles and opportunity information within the CRM system, managing the sales pipeline effectively. Additionally, the Solutions Engineer will create documentation, presentations, and other materials to support the pre-sales process, deliver training to the internal sales team on managed service offerings, and provide monthly sales forecasts to SHI leadership. The role also involves participating in the customer onboarding process, bridging the gap between pre-sales and post-sales delivery, and actively staying informed about company developments, competitive landscape, and technological advancements.

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
• Deliver 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
• Participate 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
• Vision
• Dental
• 401K
• Flexible spending