Manager - Dell Specialty Sales at SHI International in Home Office, TX

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 SHI is a Dell Technologies Titanium Black Partner, and Dell is SHI’s #1 hardware partner. The Manager, Dell Specialty Sales leads a team of Dell Specialty Sales Specialists who find and win refresh opportunities across storage, servers, and end-user computing (EUC). This leader owns the team’s results, builds the refresh process the team runs on, and develops specialists who can hold credible 100 to 200 level conversations about Dell products, roadmaps, and how the technology works in a customer’s environment. The Manager is the main point of alignment between the team, SHI Account Executives, Solutions Engineers, and Dell’s channel and direct teams. Role Description Team Leadership and Development Hire, onboard, and develop Dell Specialty Sales Specialists, setting clear expectations for activity, pipeline, and results. Coach specialists through regular 1:1s, call reviews, and deal reviews to sharpen discovery, positioning, and closing skills. Build a training plan so every specialist reaches and maintains 100 to 200 level knowledge of Dell Storage, Server, and AI Client portfolios and roadmaps, and earns relevant Dell sales accreditations. Refresh Program Ownership Own the refresh-cycle process: how install base, warranty and support end dates, and SHI purchase history are turned into prioritized outreach lists. Assign accounts or territories to specialists and keep coverage balanced. Maintain a rolling 6–18 month refresh view across the team’s accounts and make sure every upcoming refresh has an owner and a plan. Work with Dell and SHI marketing on refresh campaigns and promotions, such as end-of-support, AI PC, and storage/server modernization plays. Sales Performance and Forecasting Own the team’s quarterly and annual targets for bookings, gross profit, and pipeline. Run weekly pipeline and forecast reviews and deliver an accurate forecast to sales leadership. Track team KPIs and act on gaps early. Ensure CRM data, Dell deal registrations, and quotes are accurate and follow SHI process. Help close key deals through executive engagement, pricing strategy, and escalations with Dell. Partner and Internal Alignment Serve as the main contact between the team and Dell’s channel and direct sales leaders, including joint business planning, account mapping, and funding. Partner with Account Executives and sales leaders so specialists are seen as a resource that grows their accounts. Work with Solutions Engineers on when and how to bring in deeper technical help. Promote attach of SHI services such as Integration Center configuration and imaging, deployment, asset management, and device disposition. Share market, product, and pricing feedback with SHI’s Dell partner team and leadership. Behaviors and Competencies Strategic Thinking: Can analyze complex situations, anticipate future trends, and align and integrate strategies across departments or functions. Leadership: Can take ownership of complex team initiatives, collaborate with others in decision-making processes, and drive team performance. Innovation: Can navigate major shifts in organizational strategy, support others through change, and champion innovation culture. Change Management: Can manage major changes in organizati