Presales Solutions Specialist - Security

• Support Commercial Account Executives across a high volume of security opportunities. Respond quickly with clear, practical, and customer-focused recommendations.
• Join customer calls to identify security challenges, assess risks, and uncover modernization or refresh opportunities. Position solutions based on business value, risk reduction, operational efficiency, and compliance needs.
• Help build pipeline by conducting account reviews, identifying expansion opportunities, and driving security assessments, renewals, and technology refresh initiatives.
• Develop solution recommendations, quotes, and configurations that align with customer requirements, budgets, and security objectives.
• Lead repeatable security plays across Endpoint Security, SIEM/SOC, Email Security, Cloud Security, Identity & Access Management, and related cybersecurity initiatives. Collaborate with adjacent practices such as Networking, Cloud, Data Center, and Services to deliver comprehensive solutions.
• Leverage vendor programs, promotions, partner incentives, and deal registration opportunities to improve win rates and profitability.
• Escalate larger or more complex opportunities to Security Architects and Engineering teams, ensuring a smooth handoff with complete technical and business requirements.
• Coach Account Executives through one-on-one sessions, team meetings, and enablement activities focused on security fundamentals, competitive positioning, and customer conversations.
• Maintain accurate pipeline and opportunity data within CRM systems and report progress against sales goals and key performance metrics.
• Represent SHI at customer, partner, industry, and virtual events to promote cybersecurity solutions and thought leadership.

Behaviors and Competencies

• Organization: Can prioritize daily tasks, manage personal workflow, and utilize basic tools to keep track of responsibilities.
• Time Management: Can generally use time effectively but may occasionally struggle with prioritizing tasks, meeting deadlines, or maintaining work-life balance.
• Initiative: Can identify opportunities for improvement, propose solutions, and take action without explicit instructions.
• Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.
• Digital Acumen: Can identify opportunities to use digital tools for improvement and propose digital solutions.
• Consultative Sales: Can identify customer needs, propose suitable products or services, and take action to close sales without explicit instructions.
• Continuous Improvement: Can identify moderate areas for improvement and implement moderate changes.
• Relationship Building: Can identify opportunities for collaboration, propose strategies for effective communication, and build relationships without explicit instructions.
• Teamwork: Can work effectively in a team, contributing ideas and effort, and respecting the contributions of others.
• Presenting: Can prepare and deliver presentations, addressing key points and responding to questions with clarity.
• Documentation: Can independently create and update documentation, ensuring accuracy and consistency, and can identify gaps or areas needing clarification.

• The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently - Basic
• Proficiency in utilizing Customer Relationship Management (CRM) software to manage and analyze customer interactions and data throughout the customer lifecycle, improving customer service, retention, and sales growth - Basic
• Proficiency in utilizing Cisco’s suite of tools such as CCW, Connect the Dots, EOL/EOS Newsletters, Webex Teams, Datasheets, Installation Guides, and Customer Service Hub to support technical and sales-related tasks - Basic
• Ability to understand and articulate various security technologies, including firewalls, endpoint protection, email security, and identity management, to identify and address customer security challenges - Basic
• Skilled in providing guidance and mentorship to teams to enhance their performance and support their professional development - Basic

Other Requirements

• Completed Bachelor’s Degree or relevant work experience required
• 2+ years of experience supporting cybersecurity solutions in a sales, presales, technical sales, consulting, or practitioner role.
• Working knowledge of one or more of the following domains: Endpoint Security Security Information and Event Management (SIEM) Security Operations Center (SOC) technologies Email Security Cloud Security Identity and Access Management (IAM)
• Familiarity with leading security vendors and platforms within one or more of the above technology areas.
• Willingness to travel for customer meetings, partner engagements, training, and industry events - up to 10%

Preferred

• Relevant cybersecurity, cloud, or vendor certifications (e.g., Security+, CISSP, CCSP, SC-200, SC-300, SC-100, Microsoft Security certifications, Palo Alto, CrowdStrike, Okta, Zscaler, or equivalent).
• Experience supporting Commercial, SMB, or Mid-Market sales organizations.
• Experience working within a quota-bearing, pipeline-driven, or sales-oriented environment.
• Broad understanding of cybersecurity frameworks, security operations, threat protection, and risk management best practices.

The estimated annual pay range for this position is $100,000 - $150,000 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.

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.