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.

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Equal Employment Opportunity – M/F/Disability/Protected Veteran Status