Solutions Advisor - AI

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 AI Solution Advisor serves as a dedicated AI opportunity development specialist responsible for helping SHI sellers identify, qualify, and accelerate net-new AI opportunities across Public Sector, Global Sales, Enterprise Sales, Commercial Sales, and all other SHI Business Units.

The AI Solution Advisor acts as an extension of the seller, helping customers connect business challenges to practical AI outcomes while navigating the rapidly evolving Full Stack AI ecosystem. The role combines business discovery, strategic account planning, AI solution positioning, pursuit development, and resource orchestration to create qualified pipeline and accelerate revenue growth.

The AI Solution Advisor is not expected to be the deepest technical expert within SHI. Instead, they serve as the primary opportunity quarterback, engaging the appropriate AGT specialists, Enterprise Architects, AI Infrastructure teams, AI & Cyber Labs, Services teams, and strategic partners to move AI opportunities forward.

Success is measured through account coverage, seller engagement, qualified pipeline creation, opportunity progression, conversion rates, and overall contribution to SHI’s AI growth objectives.

This position is based on New York, New Jersey, Los Angeles, or San Francisco, California.

Role Description Drive Net-New AI Pipeline Generation

• Partner directly with Account Executives, Sales Leaders, and Business Unit stakeholders to identify, develop, and qualify AI opportunities.
• Conduct customer discovery conversations focused on business outcomes, operational challenges, and AI readiness.
• Apply qualification frameworks such as BANTC and MEDDIC to determine opportunity viability.
• Create and maintain a healthy pipeline of qualified AI opportunities within assigned territories and business units.
• Assist in converting marketing-generated leads, partner referrals, and seller-identified opportunities into active pursuits.

Support AI-Centric Target Initiatives

• Help sellers position AI opportunities aligned to customer priorities and Target Initiatives and subsequent Source Campaigns.
• Tailor AI sales motions for Commercial, Enterprise, Global, Public Sector, and all other SHI Business Unit customers.
• Work closely with both Sales and AGT’s Business Development Teams to take action on AI-specific account plans and follow up on Executive Briefing Center (EBC) engagements.

Improve Seller Readiness & AI Awareness

• Educate sellers on SHI’s AI portfolio, capabilities, and GTM programs.
• Deliver AI opportunity identification coaching and guidance.
• Share AI use cases, industry trends, and best practices with account teams.
• Help prepare sellers for customer conversations involving AI strategies and initiatives.
• Promote adoption of AI account-planning methodologies and prompting frameworks.

Coordinate AGT & Technical Resources

• Ensure the right SHI resources are aligned at the appropriate stage of the sales cycle.
• Facilitate engagement with Enterprise Architects, AI Solution Architects, Infrastructure Specialists, AI Labs, Cyber Labs, and Services teams.
• Support solution validation and opportunity advancement activities.

CRM, Reporting & Pipeline Management

• Maintain opportunity documentation and qualification details within CRM.
• Track opportunity progression and next-step actions.
• Participate in regular pipeline reviews and forecasting discussions.
• Deliver accurate reporting related to activity levels, opportunity status, and revenue potential.
• Contribute data and insights that improve pursuit methodologies and overall sales effectiveness.

Behaviors and Competencies

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