Director - AI Sales & Solutions

SHI International•Somerset, NJ

3d•Hybrid

About The Position

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. The Director - AI Sales & Solutions leads SHI's AI opportunity development organization, responsible for developing innovative, customer-centric AI solutions and transforming market interest into qualified, net-new AI pipeline across every SHI Business Unit. Reporting within Advanced Growth Technologies (AGT), this role leads a team of AI Advisors who collaborate directly with SHI sellers to identify, qualify, and accelerate AI opportunities spanning Public Sector, Global, Enterprise, and Commercial Sales. This position is responsible for designing and executing AI growth strategies that align with organizational objectives and evolving market demands. The Director develops repeatable pursuit methodologies, aligns internal and partner resources, manages AI solution portfolios, and ensures the successful delivery of AI initiatives across the Full Stack AI market, including Applications, Models, Infrastructure, Chips, Energy, Security, and Modern Workplace solutions. The Director builds and maintains strategic relationships with sales teams, business units, customers, technology partners, and executive stakeholders while fostering a culture of innovation, operational excellence, customer focus, and continuous improvement. Success in this role is measured through qualified pipeline growth, pursuit velocity, conversion rates, revenue contribution, gross margin impact, and overall AI business expansion.

Requirements

Completed Bachelor's Degree in Information Technology, Computer Science, Business, Engineering, or a related field, or equivalent relevant work experience required.
7-10 years of experience in Information Technology, AI, Sales Engineering, Solutions Architecture, Business Development, or a related functional area.
4+ years of leadership and people management experience required.
Demonstrated experience leading technical, solutions, sales engineering, business development, or AI-focused teams.
Strong understanding of Artificial Intelligence technologies, industry trends, and go-to-market strategies.
Ability to travel to SHI, partner, customer, and industry events.
Ability to travel up to 25%.

Nice To Haves

Ability to develop and execute AI solutions strategies that align with overall business objectives and long-term growth initiatives. - Expert
Demonstrated success leading pipeline generation, sales acceleration, and opportunity qualification organizations. - Expert
Skilled in engaging executive stakeholders, customers, partners, and internal teams to drive successful business outcomes. - Expert
Deep understanding of AI technologies, Full Stack AI ecosystems, and modern technology solution architectures. - Expert
Expertise in managing and executing technical and business initiatives related to AI solutions development and deployment. - Expert
Skilled in assessing and mitigating risks associated with AI adoption, solution implementation, and business transformation. - Expert
Ability to lead organizational change while maintaining team engagement, productivity, and alignment. - Expert
Skilled in understanding customer business challenges and aligning AI solutions to drive satisfaction, adoption, and revenue growth. - Expert
Demonstrated ability to present to executive audiences and communicate business value through ROI, TCO, and strategic outcomes. - Expert
Experience managing partner ecosystems including cloud providers, OEMs, ISVs, and AI technology partners. - Expert

Responsibilities

Lead the AI Sales & Solutions organization in developing innovative, customer-centric AI solutions that align with organizational goals and market demands.
Refine, develop, and scale a high-performing team of AI Advisors responsible for AI opportunity identification, qualification, and pursuit development.
Collaborate with sales, business development, product, and technical teams to identify customer needs and design tailored AI solutions that drive business growth.
Establish and operationalize repeatable AI sales motions and pursuit methodologies utilizing proven qualification frameworks and sales practices.
Oversee the development and deployment of AI solution architectures, ensuring scalability, security, performance, and alignment with customer requirements.
Manage the AI solutions portfolio, ensuring alignment with business objectives, market opportunities, and emerging technology trends.
Drive net-new AI pipeline generation through targeted engagement strategies tailored to Public Sector, Enterprise, Global, and Commercial business units.
Partner with Business Development teams to identify target initiatives, prioritize strategic accounts, align source campaigns, and improve AI sales readiness.
Coordinate AGT resources, Enterprise Architects, AI Infrastructure specialists, AI & Cyber Labs, and strategic technology partners to support customer pursuits and solution delivery.
Build and maintain strong relationships with customers, partners, executive leadership, and internal teams to ensure successful AI solution outcomes.
Align NVIDIA, OEM, cloud, ISV, and other strategic partners within active pursuits to deliver differentiated customer solutions.
Drive continuous improvement in AI solutions development by leveraging emerging technologies, methodologies, and industry best practices.
Lead efforts in organizational change management to ensure successful adoption of AI technologies, solutions, and sales motions.
Ensure compliance with legal, regulatory, security, and organizational standards across all AI solution activities.
Develop and execute AI Advisor certification programs, coaching strategies, and career development initiatives.
Monitor performance metrics, pipeline health, conversion rates, revenue performance, and customer outcomes.
Prepare and present executive-level metrics, scorecards, and business reviews, providing strategic insights and recommendations for organizational decision-making.
Serve as a visible ambassador of SHI's AI strategy through executive briefings, customer engagements, partner interlocks, industry events, and strategic planning initiatives.
Mentor and develop team members while fostering a culture of innovation, accountability, collaboration, and customer focus.