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
