Job Details
Sr. Solutions Architect - Services Presales
**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 Sr. Solutions Architect for Security Architecture is a client-facing leader within SHI Services Cybersecurity Business Unit. This role partners with Client Advisors, Cybersecurity Advisors, other Security Consultants, and subject matter experts to design and deliver service-centric solutions that address client security needs.
You will engage with enterprise clients to uncover, develop, and win security services opportunities-both project-based professional services and managed services-by building strong relationships at technical, architectural, and executive levels. Acting as a trusted advisor, you will consult with stakeholders on security products and services to enable business objectives and mitigate risk.
**Role Description**
+ Lead client engagements with autonomy, driving pre-sales activities including scope definition, deliverables, timelines, and level-of-effort estimates.
+ Develop Statements of Work (SOWs), create templates, and align client needs with existing offerings while tailoring solutions as required.
+ Define best practices, strategies, and methodologies for new cybersecurity service offerings; collaborate with delivery teams to ensure seamless execution.
+ Build intellectual property for SHI Services through new evaluation capabilities, prescriptive approaches, automation frameworks, and strategic initiatives.
+ Drive gross margin through professional services and product sales, contributing to business unit goals.
+ Own client engagement for new opportunities-discover, defend, and acquire business through proactive relationship building.
+ Collaborate with sales teams to develop and execute strategies for top prospects and expand existing accounts.
+ Engage with multiple organizational levels, including CISO, CIO, CTO, IT Directors, and Architects.
+ Deliver product and service education through demos, training, and solution deep dives.
+ Mentor consultants, analysts, and engineers to elevate delivery quality and team expertise.
+ Maintain ongoing learning of SHI Services security offerings and industry trends.
**Behaviors and Competencies**
+ Initiative: Can lead strategic and complex initiatives, inspire others to take initiative, and foster a culture of continuous improvement.
+ Communication: Can lead and model exceptional communication at all levels of the organization, develop and implement communication strategies, and coach others to improve their communication skills.
+ Customer Service: Can lead strategic customer service initiatives, inspire others to prioritize customer service, and foster a culture of continuous customer service improvement.
+ Research: Can lead strategic research initiatives, inspire others to prioritize effective research, and foster a culture of continuous learning and knowledge expansion.
+ Organization: Can design and implement efficient organizational structures and processes, mentor others in organizational skills, and lead by example in maintaining high standards of organization.
+ Self-Motivation: Can lead strategic self-improvement initiatives, inspire others to be self-motivated, and foster a culture of continuous self-improvement.
+ Adaptability: Can drive strategic transformations, inspire others to embrace change, and foster a culture of continuous adaptation.
+ Time Management: Can consistently achieve goals ahead of schedule, lead team efforts in time management, and strategize the best ways to use time for various tasks.
+ Detail-Oriented: Can foster a culture of detail orientation, inspiring others to maintain high standards of accuracy and completeness in their work.
+ Analytical Thinking: Can lead and innovate in the application of analytical thinking, solve complex problems, influence others, and contribute to best practices.
**Skill Level Requirements**
+ The ability to understand customer needs, provide tailored solutions, and build strong, long-term customer relationships through a consultative approach. - Expert
+ The skill of securely handling sensitive data, ensuring privacy and compliance with data protection regulations. - Expert
+ The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Expert
+ Comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision-making and drive sustainable growth. - Expert
+ Ability to oversee and direct projects to completion, ensuring goals are met, resources are utilized efficiently, and stakeholders are satisfied. - Expert
+ Strong passion for technology and cybersecurity.
+ Exceptional written and verbal communication skills; ability to build trust with clients and partners.
+ Proven ability to lead complex technical sales cycles and influence stakeholders at all levels.
+ Expertise in security solutions such as:
+ **Network & Endpoint Security:** Firewalls, EDR/EPP, NAC, MDM
+ **Cloud & Container Security**
+ **Identity & Access Management:** IAM, MFA, SSO, CASB, PAM
+ **Security Analytics & Automation:** SIEM, SOAR, Zero Trust
+ **Specialized Domains:** IoT/ICS/OT Security
+ Familiarity with security service engagements, including:
+ Maturity assessments, SASE assessments, firewall reviews
+ Red/Blue/Purple team exercises, policy development
+ Security tool rationalization and implementation services
+ Entrepreneurial mindset with strong problem-solving and negotiation skills.
+ Ability to simplify complex concepts for diverse audiences, including C-Suite executives.
+ Excellent presentation skills and confidence in leading client discussions.
**Other Requirements**
+ Completed Bachelor's Degree or relevant work experience required
+ 7+ years of experience in a similar role
+ Advanced certification in a relevant technical area required
+ Ability to travel 10%
The estimated annual pay range for this position is $200,000 - $250,000, which includes a base salary and bonus. 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.
\#LI-FF1
Equal Employment Opportunity - M/F/Disability/Protected Veteran Status
**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 Sr. Solutions Architect for Security Architecture is a client-facing leader within SHI Services Cybersecurity Business Unit. This role partners with Client Advisors, Cybersecurity Advisors, other Security Consultants, and subject matter experts to design and deliver service-centric solutions that address client security needs.
You will engage with enterprise clients to uncover, develop, and win security services opportunities-both project-based professional services and managed services-by building strong relationships at technical, architectural, and executive levels. Acting as a trusted advisor, you will consult with stakeholders on security products and services to enable business objectives and mitigate risk.
**Role Description**
+ Lead client engagements with autonomy, driving pre-sales activities including scope definition, deliverables, timelines, and level-of-effort estimates.
+ Develop Statements of Work (SOWs), create templates, and align client needs with existing offerings while tailoring solutions as required.
+ Define best practices, strategies, and methodologies for new cybersecurity service offerings; collaborate with delivery teams to ensure seamless execution.
+ Build intellectual property for SHI Services through new evaluation capabilities, prescriptive approaches, automation frameworks, and strategic initiatives.
+ Drive gross margin through professional services and product sales, contributing to business unit goals.
+ Own client engagement for new opportunities-discover, defend, and acquire business through proactive relationship building.
+ Collaborate with sales teams to develop and execute strategies for top prospects and expand existing accounts.
+ Engage with multiple organizational levels, including CISO, CIO, CTO, IT Directors, and Architects.
+ Deliver product and service education through demos, training, and solution deep dives.
+ Mentor consultants, analysts, and engineers to elevate delivery quality and team expertise.
+ Maintain ongoing learning of SHI Services security offerings and industry trends.
**Behaviors and Competencies**
+ Initiative: Can lead strategic and complex initiatives, inspire others to take initiative, and foster a culture of continuous improvement.
+ Communication: Can lead and model exceptional communication at all levels of the organization, develop and implement communication strategies, and coach others to improve their communication skills.
+ Customer Service: Can lead strategic customer service initiatives, inspire others to prioritize customer service, and foster a culture of continuous customer service improvement.
+ Research: Can lead strategic research initiatives, inspire others to prioritize effective research, and foster a culture of continuous learning and knowledge expansion.
+ Organization: Can design and implement efficient organizational structures and processes, mentor others in organizational skills, and lead by example in maintaining high standards of organization.
+ Self-Motivation: Can lead strategic self-improvement initiatives, inspire others to be self-motivated, and foster a culture of continuous self-improvement.
+ Adaptability: Can drive strategic transformations, inspire others to embrace change, and foster a culture of continuous adaptation.
+ Time Management: Can consistently achieve goals ahead of schedule, lead team efforts in time management, and strategize the best ways to use time for various tasks.
+ Detail-Oriented: Can foster a culture of detail orientation, inspiring others to maintain high standards of accuracy and completeness in their work.
+ Analytical Thinking: Can lead and innovate in the application of analytical thinking, solve complex problems, influence others, and contribute to best practices.
**Skill Level Requirements**
+ The ability to understand customer needs, provide tailored solutions, and build strong, long-term customer relationships through a consultative approach. - Expert
+ The skill of securely handling sensitive data, ensuring privacy and compliance with data protection regulations. - Expert
+ The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Expert
+ Comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision-making and drive sustainable growth. - Expert
+ Ability to oversee and direct projects to completion, ensuring goals are met, resources are utilized efficiently, and stakeholders are satisfied. - Expert
+ Strong passion for technology and cybersecurity.
+ Exceptional written and verbal communication skills; ability to build trust with clients and partners.
+ Proven ability to lead complex technical sales cycles and influence stakeholders at all levels.
+ Expertise in security solutions such as:
+ **Network & Endpoint Security:** Firewalls, EDR/EPP, NAC, MDM
+ **Cloud & Container Security**
+ **Identity & Access Management:** IAM, MFA, SSO, CASB, PAM
+ **Security Analytics & Automation:** SIEM, SOAR, Zero Trust
+ **Specialized Domains:** IoT/ICS/OT Security
+ Familiarity with security service engagements, including:
+ Maturity assessments, SASE assessments, firewall reviews
+ Red/Blue/Purple team exercises, policy development
+ Security tool rationalization and implementation services
+ Entrepreneurial mindset with strong problem-solving and negotiation skills.
+ Ability to simplify complex concepts for diverse audiences, including C-Suite executives.
+ Excellent presentation skills and confidence in leading client discussions.
**Other Requirements**
+ Completed Bachelor's Degree or relevant work experience required
+ 7+ years of experience in a similar role
+ Advanced certification in a relevant technical area required
+ Ability to travel 10%
The estimated annual pay range for this position is $200,000 - $250,000, which includes a base salary and bonus. 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.
\#LI-FF1
Equal Employment Opportunity - M/F/Disability/Protected Veteran Status
Job #NLX284318098