Presales Solutions Engineer - Collaboration

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 Solution Engineer partners with sales to design, position, and demonstrate collaboration solutions that improve how customers communicate, meet, and work. The Solution Engineer is responsible for leading customer discovery, basic solution design, and providing product demonstrations while also providing limited contributions to the team’s overall technical strategy and shared team collateral.

The Solution Engineer operates across multiple collaboration partners, maintains intermediate sales and technical certifications, and serves as a trusted technical advisor during the sales cycle—bridging customer business needs with practical, scalable Modern Workplace solutions.

Role Description

Customer Discovery & Solution Design

- Lead technical discovery conversations focused on collaboration and Modern Workplace requirements, including meetings, voice, devices, security considerations, and user experience.
- Lead basic customer solution design for Modern Workplace and Collaboration solutions, including architecture recommendations, integration considerations, and deployment approach.
- Translate customer requirements into solution designs leveraging collaboration platforms, contact center platforms, telephony solutions, meeting room hardware, and other supporting collaboration technologies.
- Support technical validation activities such as fit-gap analysis, requirements mapping, and solution scoping.

Partner & Ecosystem Enablement

- Maintain intermediate technical certifications for 2–3 Modern Workplace and Collaboration partners in the areas of collaboration platforms, contact center platforms, telephony solutions, meeting room hardware, and other supporting collaboration technologies.
- Articulate capabilities for 4–6 collaboration partners, including positioning, differentiators, ideal use cases, and competitive context.
- Collaborate with partner technical teams to validate designs, confirm best practices, and align on customer-facing solution strategies.

Demonstrations & Technical Presentations

- Deliver customer demonstrations for 4–6 partners, aligned to Modern Workplace scenarios such as hybrid meetings, voice enablement, collaboration devices, and user experience workflows.
- Build and maintain demo environments, scripts, and use-case-driven talk tracks for collaboration solutions.
- Confidently present to both technical and non-technical audiences, including IT leadership and business stakeholders.

Team & Practice Contribution

- Provide limited input to technical strategy by sharing customer feedback, common requirements, and field observations related to collaboration solutions.
- Provide limited input to team collateral, including solution briefs, demo assets, discovery guides, and reference architectures
- Participate in internal knowledge sharing, enablement sessions, and continuous improvement of Modern Workplace offerings.

Sales Support

- Support account teams during active sales cycles by assisting with technical scoping, proposals, RFP/RFI responses, and solution validation.
- Partner with Sales to communicate technical value, address objections, and recommend next technical steps such as workshops, pilots, and professional services.

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

- Experience working in complex Data Center sales opportunities - Intermediate
- Ability to design data center infrastructures that include hybrid cloud, hyper converged, software-defined data center (SDDC), infrastructure/platform as a service, automation, containerization, and Data Center Management Platforms - Intermediate
- Strong knowledge of Virtualization technologies, Hypervisors, server virtualization, Software Defined Data Center, containerization, and automation - 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
- Expertise in mainstream technologies to include: Dell Technologies, NetApp, HPE, Cisco, Pure Storage, Azure, AWS, Veeam, Nutanix - Intermediate
- Experience with Disaster Recovery, Business Continuity and High Availability Solutions (backup/recovery, data protection, mirroring, active/standby, active/active, clustering) - Intermediate

Other Requirements

- Completed Bachelor’s Degree or relevant work experience required
- 3+ years of experience in presales engineering, solutions engineering, or technical consulting within a VAR, integrator, MSP, or technology provider.
- Ability to travel to SHI, Partner, and Customer Events
- Ability to earn and maintain intermediate certifications across 2–3 partners and effectively support 4–6 collaboration partners.
- Advanced certification in one or more of the following mainstream technologies preferred: Dell Technologies, Cisco, VMware, NetApp, Pure Storage, HPE, Azure, AWS, Commvault, Rubrik, Cohesity, Veeam, Nutanix

The base salary range for this position is $80,000 - $160,000. The estimated on-target earnings, or OTE, which includes a base salary and bonus, are $100,000 - $200,000. 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