Job Description

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 Vice President, Sales – High Tech & Manufacturing is responsible for defining and executing innovative, technology‑driven sales strategies to accelerate revenue growth across complex, rapidly evolving markets. This executive leader drives a data‑informed, customer‑centric go‑to‑market approach, leveraging deep expertise in enterprise technology solutions (e.g., cloud, cybersecurity, AI/ML, infrastructure, SaaS).

The role leads and scales a high‑performing sales organization focused on consultative, solution‑based selling while building strong partnerships across product, marketing, and customer success. The VP will harness AI analytics, CRM insights, and market intelligence to optimize performance, strengthen pipeline health, and enhance customer retention within a competitive high‑tech landscape.

This executive leader owns a significant customer portfolio with high‑value enterprise accounts and aggressive revenue/margin growth quotas, requiring a strong track record of consistently exceeding targets.

Role Description

Strategic Leadership & Execution

• Develop and execute forward‑looking, high‑tech sales strategies aligned with emerging technologies, digital transformation trends, and market demand.
• Drive revenue and margin growth across key technology segments including cloud, data, AI, cybersecurity, networking, and IT infrastructure solutions.
• Establish scalable go‑to‑market models (direct, channel, ecosystem partnerships) to expand market share, specifically in networking and storage.

Sales Organization Leadership

• Build, lead, and inspire a high‑performing, technically proficient sales organization specializing in complex solution selling.
• Embed a data‑driven sales culture leveraging CRM, AI‑based forecasting, and performance analytics.
• Develop leadership bench strength through coaching, mentoring, and succession planning.

Customer & Partner Engagement

• Cultivate executive‑level relationships with high‑tech clients, including CIOs, CTOs, and procurement leaders.
• Expand strategic alliances with technology partners, hyperscalers, and solution providers.
• Position the organization as a trusted advisor in digital transformation initiatives.

Performance Optimization & Analytics

• Monitor and optimize key performance indicators (pipeline velocity, conversion rates, deal size, ARR growth, seller quota attainment).
• Utilize advanced analytics and sales enablement platforms to drive forecasting accuracy and decision‑making.
• Identify growth opportunities through market intelligence, competitive analysis, and customer insights.

Cross‑Functional Collaboration

• Partner with Product Management to align offerings with innovation pipelines and customer needs.
• Collaborate with Marketing on demand generation, account‑based marketing (ABM), and digital campaigns.
• Work with Customer Success to ensure adoption, expansion, and retention in subscription‑based models.

Operational Excellence

• Manage sales budgets, quota planning, and territory design to maximize ROI.
• Ensure compliance with industry regulations, contract governance, and ethical sales practices.
• Optimize sales processes through automation, digital tools, and continuous improvement frameworks.

Market Representation

• Represent the company at industry events, technology conferences, and executive forums.
• Act as a thought leader in high‑tech sales, digital transformation, and customer engagement.

Behaviors and Competencies

• Technology Acumen: Deep understanding of enterprise IT ecosystems, cloud platforms, SaaS models, and emerging technologies.
• Strategic Leadership: Drives transformation and navigates market disruption with agility and vision.
• Consultative Solution Selling: Champions value‑based, outcome‑driven sales approaches in complex environments.
• Data‑Driven Decision Making: Leverages analytics and sales technologies to guide strategy and execution.
• Executive Presence & Communication: Influences at the C‑suite level with clarity, credibility, and impact.
• Customer‑Centric Mindset: Embeds customer success into all sales strategies to drive lifetime value.
• Innovation & Adaptability: Anticipates market trends and rapidly adjusts strategies in a fast‑paced tech landscape.
• Negotiation & Deal Structuring: Leads high‑value, multi‑year, and enterprise‑level negotiations.

Skill Level Requirements

• Expertise in driving revenue growth within high‑tech or IT solutions environments – Expert.
• Advanced ability to lead complex enterprise sales cycles (multi‑stakeholder, technical, and financial) – Expert.
• Proficiency in CRM platforms (e.g., Salesforce) and sales analytics tools – Expert.
• Strong understanding of SaaS metrics (ARR, churn, LTV, CAC), AI, and subscription models – Expert.
• Experience building and managing strategic partnerships within technology ecosystems – Expert.
• Ability to scale sales teams and implement sales enablement technologies – Expert.

Other Requirements

• Bachelor’s Degree in Business, Technology, or related field (required).
• MBA or advanced degree preferred.
• 10+ years of progressive sales leadership experience in high‑tech, IT services, or SaaS environments.
• 7+ years in senior sales leadership roles with direct team management.
• Proven track record of exceeding revenue targets in complex technology markets.
• Ability to travel up to 50% for client, partner, and industry engagements.

The estimated annual pay range for this position is $400,000 - $450,000 which includes a base salary and 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

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