Director - AI Sales & Solutions

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 Director - AI Sales & Solutions leads SHI's AI opportunity development organization, responsible for developing innovative, customer-centric AI solutions and transforming market interest into qualified, net-new AI pipeline across every SHI Business Unit. Reporting within Advanced Growth Technologies (AGT), this role leads a team of AI Advisors who collaborate directly with SHI sellers to identify, qualify, and accelerate AI opportunities spanning Public Sector, Global, Enterprise, and Commercial Sales.

This position is responsible for designing and executing AI growth strategies that align with organizational objectives and evolving market demands. The Director develops repeatable pursuit methodologies, aligns internal and partner resources, manages AI solution portfolios, and ensures the successful delivery of AI initiatives across the Full Stack AI market, including Applications, Models, Infrastructure, Chips, Energy, Security, and Modern Workplace solutions.

The Director builds and maintains strategic relationships with sales teams, business units, customers, technology partners, and executive stakeholders while fostering a culture of innovation, operational excellence, customer focus, and continuous improvement. Success in this role is measured through qualified pipeline growth, pursuit velocity, conversion rates, revenue contribution, gross margin impact, and overall AI business expansion.

Role Description

- Lead the AI Sales & Solutions organization in developing innovative, customer-centric AI solutions that align with organizational goals and market demands.
- Refine, develop, and scale a high-performing team of AI Advisors responsible for AI opportunity identification, qualification, and pursuit development.
- Collaborate with sales, business development, product, and technical teams to identify customer needs and design tailored AI solutions that drive business growth.
- Establish and operationalize repeatable AI sales motions and pursuit methodologies utilizing proven qualification frameworks and sales practices.
- Oversee the development and deployment of AI solution architectures, ensuring scalability, security, performance, and alignment with customer requirements.
- Manage the AI solutions portfolio, ensuring alignment with business objectives, market opportunities, and emerging technology trends.
- Drive net-new AI pipeline generation through targeted engagement strategies tailored to Public Sector, Enterprise, Global, and Commercial business units.
- Partner with Business Development teams to identify target initiatives, prioritize strategic accounts, align source campaigns, and improve AI sales readiness.
- Coordinate AGT resources, Enterprise Architects, AI Infrastructure specialists, AI & Cyber Labs, and strategic technology partners to support customer pursuits and solution delivery.
- Build and maintain strong relationships with customers, partners, executive leadership, and internal teams to ensure successful AI solution outcomes.
- Align NVIDIA, OEM, cloud, ISV, and other strategic partners within active pursuits to deliver differentiated customer solutions.
- Drive continuous improvement in AI solutions development by leveraging emerging technologies, methodologies, and industry best practices.
- Lead efforts in organizational change management to ensure successful adoption of AI technologies, solutions, and sales motions.
- Ensure compliance with legal, regulatory, security, and organizational standards across all AI solution activities.
- Develop and execute AI Advisor certification programs, coaching strategies, and career development initiatives.
- Monitor performance metrics, pipeline health, conversion rates, revenue performance, and customer outcomes.
- Prepare and present executive-level metrics, scorecards, and business reviews, providing strategic insights and recommendations for organizational decision-making.
- Serve as a visible ambassador of SHI's AI strategy through executive briefings, customer engagements, partner interlocks, industry events, and strategic planning initiatives.
- Mentor and develop team members while fostering a culture of innovation, accountability, collaboration, and customer focus.

The Director - AI Sales & Solutions strategic business impact will include:

- Refine and scale a world-class team of AI Advisors.
- Accelerate net-new AI opportunity identification and qualification.
- Create repeatable AI pursuit and qualification methodologies.
- Increase seller readiness and AI sales effectiveness.
- Align AGT resources and strategic partners to maximize win rates.
- Drive adoption of Full Stack AI solutions across SHI's customer base.
- Deliver measurable growth in qualified pipeline, revenue, profitability, and customer outcomes.

Behaviors and Competencies

- Leadership: Leads strategic organizational initiatives, inspires others to assume leadership responsibilities, develops high-performing teams, and fosters a culture of accountability, innovation, and continuous improvement.
- Strategic Thinking: Evaluates complex market opportunities, anticipates industry trends, develops long-term AI growth strategies, and drives organizational transformation through effective execution.
- Business Acumen: Provides strategic guidance and insight regarding AI market trends, customer investment priorities, ROI, TCO, and business growth opportunities.
- Communication: Models exceptional communication with executive leadership, customers, partners, and internal stakeholders; presents effectively across large audiences and influences strategic decision making.
- Change Management: Leads organizational adoption of AI technologies, develops and implements change strategies, and facilitates successful transformation initiatives.
- Collaboration: Builds strong cross-functional partnerships, aligns diverse stakeholder groups, and fosters a culture of shared purpose and collective success.
- Customer-Centric Mindset: Champions customer-focused innovation by understanding customer challenges and aligning AI solutions to measurable business outcomes.
- Problem-Solving: Leads strategic problem-solving initiatives, addresses complex business challenges, and drives proactive solutions that improve organizational performance.
- Results Orientation: Establishes ambitious goals, drives execution excellence, monitors outcomes, and holds teams accountable for achieving measurable business results.
- Strategic Implementation: Develops and executes comprehensive business plans, operational frameworks, and go-to-market strategies to achieve AI growth objectives.
- Creativity and Innovation: Drives breakthrough thinking, encourages experimentation, and fosters a culture that embraces emerging technologies and innovative solutions.

Skill Level Requirements

- Ability to develop and execute AI solutions strategies that align with overall business objectives and long-term growth initiatives. - Expert
- Demonstrated success leading pipeline generation, sales acceleration, and opportunity qualification organizations. - Expert
- Skilled in engaging executive stakeholders, customers, partners, and internal teams to drive successful business outcomes. - Expert
- Deep understanding of AI technologies, Full Stack AI ecosystems, and modern technology solution architectures. - Expert
- Expertise in managing and executing technical and business initiatives related to AI solutions development and deployment. - Expert
- Skilled in assessing and mitigating risks associated with AI adoption, solution implementation, and business transformation. - Expert
- Ability to lead organizational change while maintaining team engagement, productivity, and alignment. - Expert
- Skilled in understanding customer business challenges and aligning AI solutions to drive satisfaction, adoption, and revenue growth. - Expert
- Demonstrated ability to present to executive audiences and communicate business value through ROI, TCO, and strategic outcomes. - Expert
- Experience managing partner ecosystems including cloud providers, OEMs, ISVs, and AI technology partners. - Expert

Other Requirements

- Completed Bachelor's Degree in Information Technology, Computer Science, Business, Engineering, or a related field, or equivalent relevant work experience required.
- 7-10 years of experience in Information Technology, AI, Sales Engineering, Solutions Architecture, Business Development, or a related functional area.
- 4+ years of leadership and people management experience required.
- Demonstrated experience leading technical, solutions, sales engineering, business development, or AI-focused teams.
- Strong understanding of Artificial Intelligence technologies, industry trends, and go-to-market strategies.
- Ability to travel to SHI, partner, customer, and industry events.
- Ability to travel up to 25%.

The estimated annual pay range for this position is $175,000 - $230,000 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