Cybersecurity Advisor - Sales

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 Cybersecurity Advisor is responsible for developing strategic relationships with customers and partners to drive growth across both Professional Services (PS) and Managed Services (MS) portfolios. By identifying unique customer needs, this role provides expert guidance to architect a blend of high-impact professional service projects and long-term managed security solutions. You will collaborate with sales and technical teams to deliver executive briefings that highlight the value of both point-in-time expertise and ongoing operational support, staying informed on industry trends to drive innovation and customer education. The Cybersecurity Advisor will act as a key resource coordinator for sales opportunities, mentor internal teams, and establish external relationships to introduce new technologies to customers.

Role Description

• Develop and maintain strategic relationships with key customer contacts and partners to foster long-lasting partnerships and align on selling motions and opportunities, specifically focused on cybersecurity Professional Services (PS) and Managed Services (MS) opportunities in support of Account Executives (AEs). 
• Proactively identify customer needs through engagement and data analysis to recommend appropriate consulting (PS) and recurring managed security (MS) solutions and enhance cross-sell and up-sell opportunities. 
• Act as a cybersecurity services subject matter expert and advisor, providing PS and MS-focused cybersecurity guidance and technical expertise to customers and internal teams. 
• Collaborate with sales and technical teams to drive the sales cycle, qualify opportunities, and manage the pipeline effectively. 
• Create and deliver executive briefings, workshops, and technical collateral to engage and inform IT leadership and customer executives, positioning both project-based engagements and long-term managed security partnerships. 
• Stay informed on new product technologies and industry trends to effectively educate and train internal teams and customers. 
• Develop and refine methodologies and processes to scale effectively with customer needs and industry innovations. 
• Establish and leverage external relationships with venture capital firms, emerging technology leaders, and industry experts to drive innovation and introduce new technologies to customers. 
• Serve as a "quarterback" for sales opportunities, coordinating resources and defining solutions to meet customer objectives. 
• Mentor and coach internal teams, including sales and technical advisors, to support cybersecurity service engagement models, improve AE alignment, and promote innovation within the organization.
Behaviors and Competencies
• Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.
• Emotional Intelligence: Can identify and manage personal emotions and begin to recognize others’ emotions in moderate situations.
• Detail-Oriented: Can identify errors or inconsistencies in work and make necessary corrections.
• Presenting: Can prepare and deliver presentations, addressing key points and responding to questions with clarity.
• Relationship Building: Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.
• Negotiation: Can identify opportunities for compromise, propose solutions, and take action to influence outcomes without explicit instructions.
• Business Acumen: Can analyze financial and operational data to make informed decisions.
• Training: Can identify learning gaps within a team, propose training solutions, and take action to implement them without explicit instructions.
• Impact & Influence: Can persuade others to consider different perspectives.
• Collaboration: Can actively participate in team discussions, respect differing opinions, and collaborate with others to achieve common goals.
• Customer Centric Mindset: Can identify customer pain points and propose solutions to address them. Actively seeks customer feedback and incorporates it into product improvements.
Skill Level Requirements
• Ability to effectively communicate and collaborate with C-suite executives, ensuring alignment of strategic initiatives and organizational objectives - Intermediate
• Proven ability to identify, create, develop, and manage new business opportunities. - Intermediate
• The expertise in protecting systems, networks, and programs from digital attacks, ensuring the confidentiality, integrity, and availability of data. - Intermediate
• Proficiency in providing and accepting constructive criticism - Intermediate
• The ability to understand and utilize cloud computing technologies, including virtualization, IaaS, PaaS, and SaaS delivery models, to implement and manage scalable cloud solutions. - Intermediate
• Ability to understand and articulate various security technologies, including firewalls, endpoint protection, email security, and identity management, to identify and address customer security challenges - Intermediate
Other Requirements

The base salary range for this position is $87,500 - $150,000. The estimated on-target earnings, or OTE, which includes a base salary and bonus/commissions, are $175,00 - $300,000. 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