Manager - Datacenter Services 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 Datacenter Services Sales Manager is responsible for leading all services sales activities with a focus on achieving Datacenter Services sales targets. This role manages a team of presales Datacenter Solutions Architects and oversees team performance, with an emphasis on developing new Datacenter Services business within existing accounts while acquiring new customers.
Reporting directly to the Director of Datacenter Services, this leader will drive sales strategy, partner engagement, pipeline growth, and team development to expand SHI's Datacenter Services business.

Role Description

• Manage all Datacenter Services sales activities with a focus on achieving Services sales targets.
• Build and develop a high-performing solutions architecture team through recruiting, hiring, onboarding, and training.
• Lead, coach, motivate, and mentor a team of Datacenter Solutions Architects while overseeing overall team performance.
• Execute sales motions and campaigns that drive territory growth and expand services opportunities.
• Develop and execute services sales strategies to grow business within existing accounts and acquire new customers.
• Partner closely with the Field Alliance team to establish and strengthen relationships with Tier 1 Datacenter partners.
• Engage internal resources throughout the sales process, including Marketing and other cross-functional teams, to increase brand awareness and support pipeline growth.
• Maintain ownership and oversight of accurate pipeline management and forecasting.
• Own relationships and growth strategies for key customers within assigned territories.
• Develop and deliver effective customer presentations and solution discussions.
• Schedule and attend customer meetings to identify opportunities and advance services engagements.

Behaviors and Competencies

• Results Orientation – Sets strategic goals and leads teams to achieve business objectives while maintaining a strong focus on measurable outcomes.
• Business Development – Takes ownership of significant growth initiatives, collaborates across stakeholders, and drives business results.
• Leadership – Leads complex team initiatives, supports decision-making, and drives high levels of team performance.
• Performance Management – Aligns team goals with organizational objectives and leverages performance metrics to drive results.
• Communication – Effectively communicates complex concepts to diverse audiences and fosters strong communication across teams.
• Customer-Centric Mindset – Ensures solutions and services align with customer needs and advocates for customer success throughout the sales process.
• Analytical Thinking – Applies advanced analytical skills to solve complex problems, uncover insights, and communicate recommendations.
• Negotiation – Leads complex negotiations while building consensus among stakeholders.
• Collaboration – Fosters a team-oriented environment where individuals feel supported, valued, and empowered to contribute.
• Adaptability – Leads teams through change and promotes agility in evolving business environments.

Skill Level Requirements

• Expert-level time management, planning, and organizational skills.
• Expert ability to continuously learn and independently acquire job-related knowledge and skills.
• Expert problem-solving and critical-thinking skills.
• Expert ability to motivate, coach, and develop others.
• Expert presentation and executive communication skills.
• Expert ability to think strategically, anticipate outcomes, and make long-term business decisions.
• Self-motivated with the ability to work effectively with limited direction and oversight.
• Expert consultative sales skills.

Other Requirements

• Bachelor's degree or equivalent professional experience.
• 3+ years of consultative Datacenter Services sales management experience.
• 5+ years of experience selling professional IT services.
• Experience selling Datacenter Services, including assessments, migrations, deployments, and infrastructure modernization solutions.
• Proficiency with Microsoft Office applications, including Outlook, Word, Excel, and PowerPoint.
• Proven track record of achieving sales goals and quota attainment.

Preferred Qualifications

• Experience leading presales or solutions architecture teams in a datacenter or infrastructure-focused environment.
• Experience building strategic relationships with leading datacenter technology partners.
• Experience selling cloud, infrastructure modernization, hybrid cloud, virtualization, storage, networking, or data center transformation services.
• Strong understanding of enterprise IT infrastructure and datacenter technologies.

The estimated annual pay range for this position is $150,000 - $250,000 which includes a base salary and bonus/commissions. 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