Presales Solutions Engineer - VMware

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 Presales Solutions Engineer – VMware is responsible for providing technical expertise around VMware and related technologies. They will take a consultative approach to customer initiatives and have a holistic understanding of modern application platforms and ecosystem technologies that enable business outcomes.  They will qualify and communicate the value of VMware Cloud Foundation (VCF) and its technologies throughout the sales and adoption process. The Solutions Engineer will also develop and deliver new offerings to address customer requests and opportunities.

This remote position may be required to report to the office in Austin, Texas, as required for business needs and as determined by SHI management.

Role Description

- Lead the technical presales engagement and own the technical strategy, execution, and opportunity through the sales cycle.

- Engage with customers and design VMware Cloud Foundation (VCF) private cloud solutions, guiding them to successful outcomes as a subject matter expert (SME).

- Collaborate with clients to identify VCF opportunities.

- Collaboration with multiple layers of contacts within client organizations, including but not limited to CIO, CTO, Infrastructure, and procurement to strengthen our overall customer relationship and better understand the goals and objectives they are trying to achieve.

- Assess existing IT environments, utilize RVTools and other tools, and provide comprehensive analysis and recommendations for software and hardware.

- Provide comprehensive technical overviews, planning and guidance for understanding VMware Cloud Foundation’s components (VCF Operations, VSAN, NSX, Vsphere, VCF Automation, Live Recovery, vDefend, VKS and others) and requirements.

- Create and present presentations and proposals as required by the sales process and customer objectives.

- Discuss and model the financial investment of VCF, assess customer maturity, and present findings to the customers.

- Identify trends and deliver solutions that resolve challenges across multiple VMware products.

- Identify, determine, and resolve complex technical and operational challenges the customer may experience.

- Strong communications and interpersonal skills with an ability to read complex customer situations and adapt as needed.

- Collaborate and work with sales teams on meeting objectives.

- Provide consistent and actionable communications and adapt to complex customer situations as needed.

- Staying current on new technology, trends, and market behavior by studying market trends and the industry landscape.

- Engaging in self-study and independent work in lab facilities to increase job-related knowledge and skills.

- Developing collateral to assist with organizational sales and technical engagements.

- Understand the company’s services offerings in all solution practice areas by attending company training and expanding knowledge through self-study.

- Educate sales teams on VMware and other solution offerings.

Behaviors and Competencies

- Presenting: Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.
- Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
- Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
- Detail-Oriented: Can manage complex tasks or projects, identifying errors or inconsistencies, and ensuring all details are addressed, necessary corrections are made, and quality is maintained.
- Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.
- Follow-Up: Can proactively identify tasks that require follow-up, initiate necessary actions, and contribute to efficient workflow management.
- Problem-Solving: Can proactively identify potential problems, initiate preventive measures, and propose and contribute to innovative solutions.
- Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
- Documentation: Can develop comprehensive documentation standards, implement best practices, and ensure documentation supports operational efficiency.
- Results Orientation: Can set challenging goals for their team and lead them to achieve these goals, demonstrating a consistent track record of results.

Skill Level Requirements

- Strong knowledge of VCF and its underlying solutions including VCF Operations, VSAN, NSX, Vsphere, VCF Automation, Live Recovery, vDefend   - Intermediate
- Ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process - Intermediate

Other Requirements

- Completed Bachelor’s Degree or relevant work experience required
- 5+ years of experience in a technical role
- 5+ years experience with VMware Vsphere and related technologies preferred; VMware Cloud Foundation implementation experience and familiarity with VCF topology models

- 3+ years of experience in a presales role
- Travel to client locations required up to 20%, for customer meetings, internal meetings or engagements, travel to customer or partner sites, conferences, and SHI offices

- Extended hours are required to complete some special projects
- Advanced Certifications such as VCAP-DCV Design and Deploy Certification (minimum) or VCDX -DCV certification (optional)
- Relevant professional certifications in related OEM categories including but not limited to Networking, Storage, GitOps/DevOps, Automation, Infrastructure/Containers, etc.

The estimated annual pay range for this position is $120,000 - $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