Job Description
Team: IT
This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a SHI Channel Sales Engineer based in the United States.
This role sits at the intersection of technical expertise and strategic sales execution, supporting channel-driven enterprise opportunities across complex IT environments. You will act as a trusted technical advisor to customers and partners, engaging with stakeholders from technical teams to executive leadership. The position involves shaping solution architecture, guiding pre-sales discovery, and translating business challenges into scalable technical solutions. You will play a key role in driving revenue growth by enabling partners, advancing pipeline opportunities, and influencing decision-making in high-impact enterprise deals. Operating in a fast-paced, collaborative environment, you will also contribute to product demonstrations, proof-of-concepts, and technical validations. This is a highly visible role where your expertise directly impacts customer success and business outcomes.
Accountabilities:
- Partner with sales and channel teams to develop territory plans, account strategies, and opportunity execution plans, while identifying and progressing new business opportunities across assigned accounts.
- Lead technical discovery sessions with customers and partners to understand business, operational, and financial requirements and translate them into solution architectures.
- Design, present, and demonstrate technical solutions through presentations, demos, workshops, and proof-of-concepts tailored to customer environments.
- Support complex enterprise deals by coordinating internal technical resources, defining implementation approaches, sizing solutions, and ensuring alignment with business goals.
- Build and maintain strong relationships with technical decision-makers and executive stakeholders, acting as a trusted advisor throughout the sales cycle.
- Enable and support channel partners through technical guidance, training, and joint customer engagements to strengthen overall ecosystem performance.
- Collaborate with internal teams including product, engineering, marketing, and support to ensure seamless execution of customer engagements and continuous improvement of solutions.
- 5+ years of experience in the software, storage, or enterprise IT industry, including at least 3+ years in a pre-sales Sales Engineer or similar technical customer-facing role.
- Strong background in enterprise solutions such as backup and recovery, data protection, data migration, replication, or cloud/infrastructure technologies.
- Proven experience delivering Proof of Concept (PoC), solution architecture, and technical presentations to enterprise or commercial clients.
- Solid understanding of infrastructure technologies including cloud, servers, storage, networking, virtualization, and hybrid environments.
- Ability to engage confidently with senior IT leadership and C-level stakeholders, demonstrating strong consultative and communication skills.
- Experience working with channel partners and supporting multi-stakeholder sales cycles in complex enterprise environments.
- Familiarity with sales methodologies (e.g., MEDDICC, SPIN, Challenger, or similar) and CRM tools such as Salesforce.
- Bachelor’s or Master’s degree in Computer Science, Engineering, or a related technical field (or equivalent professional experience).
- Ability to work independently in a remote environment with up to 50% travel as needed.
- Competitive base salary range: $93,500 – $182,850 USD, based on experience and qualifications
- Performance-based earning potential with strong incentive opportunities
- Employee stock purchase program (ESPP) participation
- Comprehensive health, dental, and vision insurance coverage
- Career development programs, continuous training, and technical certifications
- Sales and methodology training (including structured enterprise sales frameworks)
- Opportunities for recognition programs and high-performance rewards
- Flexible remote work arrangement with travel opportunities for customer engagement.
Requirements:
Benefits:
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Date Posted
07/06/2026
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