Solutions Engineer - Enteprise - Boston

Job Summary

The Enterprise Solutions Engineer collaborates with account teams to assess customer data center environments and design tailored infrastructure solutions that align with business objectives. This role involves building technical relationships with OEMs, providing training to sales teams and customers, managing the solution practice pipeline, and engaging with various client contacts to identify technology opportunities across Data Center, Cloud, Network, Security, and Services spaces.

• Collaborate with account teams to evaluate and understand customer data center environments and infrastructure technologies.
• Design and propose tailored infrastructure solutions that align with customers' business objectives.
• Build and maintain technical relationships with OEMs and strategic partners, staying updated on the latest product information.
• Provide product training and technical education to the sales team and customers.
• Act as a trusted IT advisor for customers, partnering with Field Account Executives.
• Manage the solution practice pipeline by developing strategies for top prospects and acquiring new business.
• Identify and uncover technology opportunities within Data Center, Cloud, Network, Security, Collaboration, and Services spaces.
• Develop solutions that fit customers’ needs and budgets through strategic planning.
• Engage with multiple layers of client contacts, including CIOs, IT Directors, and CTOs, to ensure comprehensive account management.
• Educate and develop sales teams on technical selling, product training, services, and technology trends.

• Presenting:
  Design and deliver engaging presentations, adapting content and style to suit the audience, context, and medium.
• Negotiation:
  Seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
• Communication:
  Effectively communicate complex ideas and information to diverse audiences, and facilitate communication between others.
• Detail-Oriented:
  Manage complex tasks or projects, identify errors or inconsistencies, and ensure all details are addressed with quality.
• Organization:
  Coordinate multiple projects, delegate tasks where appropriate, and employ organizational tools and methods.
• Follow-Up:
  Identify tasks needing follow-up, initiate actions, and contribute to efficient workflow management.
• Problem-Solving:
  Identify potential problems, initiate preventive measures, and propose innovative solutions.
• Relationship Building:
  Seek opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
• Documentation:
  Develop documentation standards, implement best practices, and ensure documentation supports operational efficiency.
• Results Orientation:
  Set challenging goals for the team and lead them to achieve these goals, demonstrating a consistent track record of results.

• Experience working in complex Data Center sales opportunities.
• 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.
• Strong knowledge of virtualization technologies, hypervisors, server virtualization, software‑defined data center, containerization, and automation.
• 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.
• Expertise in mainstream technologies including Dell Technologies, Net App, HPE, Cisco, Pure Storage, Azure, AWS, Veeam, Nutanix.
• Experience with disaster recovery, business continuity, and high‑availability solutions (backup/recovery, data protection, mirroring, active/standby, active/active, clustering).

• Completed Bachelor’s degree or relevant work experience required.
• 3‑5 years of experience in a similar role.
• Ability to travel to SHI, partner, and customer events.
• Advanced certification in one or more of the following mainstream technologies preferred:
  Dell Technologies, Cisco, VMware, Net App, Pure Storage, HPE, Azure, AWS, Commvault, Rubrik, Cohesity, Veeam, Nutanix.

The base salary for this position is $112,000 – $182,000. The estimated on‑target earnings (OTE), including bonus and commissions, are $160,000 – $260,000. Compensation depends on knowledge, skills, experience, and market location and will vary individually. Benefits may include medical, vision, dental, 401K, and flexible spending.

SHI is an equal‑opportunity employer. We value diversity and consider all qualified applicants regardless of M/F/Disability/Protected Veteran Status.