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 Solutions Engineer - Enterprise collaborates with account teams to assess customer data center environments and design tailored infrastructure solutions that align with business objectives. This role involves building technical relationships with OEMs, providing training to sales teams and customers, managing the solution practice pipeline, and engaging with various client contacts to identify technology opportunities across Data Center, Cloud, Network, Security, and Services spaces. This position is a remote position required to reside in the surrounding Austin, Texas area to support business needs as determined by SHI management.  Role Description - Collaborate and engage with customers to ensure account retention and penetrate multiple lines of sales entry for Data Center, Cloud, Network, Security, Collaboration, and Services business in existing accounts - Understand the company’s services offerings in all solution practice areas by attending company training and expanding knowledge through self-study  - Collaborate and engage with multiple layers of contacts within an organization, including but not limited to sales teams, CIOs, IT Directors, CTOs, Application Managers, etc. - Build the region/territory based on strategic account planning done in collaboration with the account executive and extended team  - Develop relationships with the Local Technology Community (MFGs and SI Partners), and the appropriate customer technical personnel to establish market credibility and ensure the sales team understands the customer's ongoing needs  - Educate and develop sales teams on technical selling, product training, services, and technology trends by taking advantage of office hours, setting up formal training, and relationship-building  - Collaborate with account teams to evaluate and understand customer data center environments and infrastructure technologies. - Design and propose tailored infrastructure solutions that align with customers' business objectives. - Build and maintain technical relationships with OEMs and strategic partners, and stay updated on the latest product information. - Provide product training and technical education to the sales team and customers. - Act as a trusted IT advisor for customers, partnering with Field Account Executives. - Manage the solution practice pipeline by developing strategies for top prospects and acquiring new business. - Identify and uncover technology opportunities within Data Center, Cloud, Network, Security, Collaboration, and Services spaces. - Develop solutions that fit customers’ needs and budgets through strategic planning. - Engage with multiple layers of client contacts, including CIOs, IT Directors, and CTOs, to ensure comprehensive account management. - Educate and develop sales teams on technical selling, product training, services, and technology trends. Behaviors and Competencies - Presenting: Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium. - Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution. - Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others. - Detail-Oriented: Can manage complex tasks or projects, identifying errors or inconsistencies, and ensuring all details are addressed, necessary corrections are made, and quality is maintained. - Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods. - Follow-Up: Can proactively identify tasks that require follow-up, initiate necessary actions, and contribute to efficient workflow management. - Problem-Solving: Can proactively identify potential problems, initiate preventive measures, and propose and contribute to innovative solutions. - Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion. - Documentation: Can develop comprehensive documentation standards, implement best practices, and ensure documentation supports operational efficiency. - Results Orientation: Can set challenging goals for their team and lead them to achieve these goals, demonstrating a consistent track record of results. Skill Level Requirements - Experience working in complex Data Center sales opportunities - Intermediate - Ability to design data center infrastructures that include hybrid cloud, hyper converged, software-defined data center (SDDC), infrastructure/platform as a service, automation, containerization, and Data Center Management Platforms - Intermediate - Strong knowledge of Virtualization technologies, Hypervisors, server virtualization, Software Defined Data Center, containerization, and automation - Intermediate - Ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process - Intermediate - Expertise in mainstream technologies to include: Dell Technologies, NetApp, HPE, Cisco, Pure Storage, Azure, AWS, Veeam, Nutanix - Intermediate - Experience with Disaster Recovery, Business Continuity and High Availability Solutions (backup/recovery, data protection, mirroring, active/standby, active/active, clustering) - Intermediate Other Requirements - Completed Bachelor’s Degree or relevant work experience required - 3-5 years of experience in a similar role - Ability to travel to SHI, Partner, and Customer Events - Advanced certification in one or more of the following mainstream technologies preferred: Dell Technologies, Cisco, VMware, NetApp, Pure Storage, HPE, Azure, AWS, Commvault, Rubrik, Cohesity, Veeam, Nutanix  The estimated annual pay range for this position is $150,000 - $260,000 which includes a base salary and bonus. 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

• Own and achieve an annual gross profit target for AI-led professional services engagements. • Partner with SHI Account Executives and Microsoft co-sell teams to identify, qualify, and advance AI and Copilot opportunities across the existing customer base. • Develop account-level AI readiness assessments and multi-phase engagement roadmaps that create long-term revenue expansion. • Serve as SHI’s subject matter expert on agentic AI, Copilot Studio agent development, Azure AI Foundry, and multi-agent orchestration patterns. • Lead discovery workshops and technical assessment sessions to understand client current state, pain points, and strategic AI objectives. • Design solutions using SHI’s modular, productized service catalog, assembling engagements from standardized delivery modules to provide clients with fixed-price predictability and rapid time-to-value. • Participate in internal proposal reviews and quality assurance processes before client submission.

ABOUT THIS POSITION The Strategic Solutions Team Lead helps guide our team members to become more efficient and successful while supporting our most strategic clients and partners. The primary responsibility of the Strategic Client Solutions Team Lead is to lead a team of individuals focused on providing exceptional support to our most strategic clients and partners by handling incoming inquiries via phone, email, and our web portal. Proactive problem identification, communication and leadership skills are essential in providing superior guidance to our team members. The Strategic Client Solutions Team Lead plays a critical role in the overall satisfaction of our clients and partners by providing daily assistance to our team members to ensure they can support our strategic clients and partners directly WHAT YOU'LL DO - * Proactively monitors Analyst case handling for timeliness and accuracy in efforts to maintain outstanding case cycle times and high client satisfaction scores - Provides continuous support and assistance to dedicated team of Analysts on the Strategic Client Solutions team - Leads by example for dedicated team of Analysts - Routinely reports on and evaluates dedicated teams’ statistical performance and adherence to maintaining Service Level Agreements for strategic clients and partners - Routinely responds to and assists dedicated team of Analysts in a timely manner with questions and training needs through numerous outlets (Salesforce Tasks, Emails, Slack Messages) - Takes ownership of the team’s cases and understands they reflect Waystar’s brand and reputation - Assists team members with escalated issues that require internal or external management attention - Addresses escalations related to client dissatisfaction with the resolution of departmental cases as needed; identifies root cause(s) of dissatisfaction; implements corrective action(s) to prevent re-occurrence of incident creating dissatisfaction - Works through product or client specific initiatives including implementation and support teams to successfully launch the respective initiative and meet company and client goals and expectations - Serves as a liaison representing Client Success on special projects and workflow for process improvements - Routinely meets in-person with dedicated Analysts to coach them to be efficient and successful - Possesses a breadth of overall knowledge on all strategic clients and partners, and can articulate overall health of client and partner from a support standpoint - Possesses comprehensive understanding of the Waystar product line; this is critical for triaging cases to technology departments, identifying defects, sharing knowledge with team members, etc. - Willingness to be available whenever assistance is needed, which may require additional time before or after the normal business hours for the Strategic Client Solutions team - Often assists Manager with training and coaching of the team in functional aspects of Waystar i.e. processes/workflow, SalesForce, etiquette, professionalism, roles and responsibilities. - Travels for face-to-face visits to strategic clients and partners when deemed necessary - Serves as a 24/7 escalated point of contact for specific strategic clients supported outside of business hours - Acts as a counterpart to Strategic Clients Solutions Manager with less responsibility and managerial tasks - Performs other tasks and/or projects as assigned by Management within the area of responsibility and control WHAT YOU'LL NEED ABOUT WAYSTAR Through a smart platform and better experience, Waystar helps providers simplify healthcare payments and yield powerful results throughout the complete revenue cycle. Waystar’s healthcare payments platform combines innovative, cloud-based technology, robust data, and unparalleled client support to streamline workflows and improve financials so providers can focus on what matters most: their patients and communities. Waystar is trusted by 1M+ providers, 1K+ hospitals and health systems, and is connected to over 5K commercial and Medicaid/Medicare payers. We are deeply committed to living out our organizational values: honesty; kindness; passion; curiosity; fanatical focus; best work, always; making it happen; and joyful, optimistic & fun. Waystar products have won multiple Best in KLAS® or Category Leader awards since 2010 and earned multiple #1 rankings from Black Book™ surveys since 2012. The Waystar platform supports more than 500,000 providers, 1,000 health systems and hospitals, and 5,000 payers and health plans. For more information, visit waystar.com or follow @Waystar on Twitter. WAYSTAR PERKS - Competitive total rewards (base salary + bonus, if applicable) - Customizable benefits package (3 medical plans with Health Saving Account company match) - We offer generous paid time off for our non-exempt team members, starting with 3 weeks + 13 paid holidays, including 2 personal floating holidays. We also offer flexible time off for our exempt team members + 13 paid holidays - Paid parental leave (including maternity + paternity leave) - Education assistance opportunities and free LinkedIn Learning access - Free mental health and family planning programs, including adoption assistance and fertility support - 401(K) program with company match - Pet insurance - Employee resource groups Waystar is proud to be an equal opportunity workplace. We celebrate, value, and support diversity and inclusion. Qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, marital status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

• Actively participate in the sales process and work closely with the direct and channel sales teams • Discover and understand customer requirements and align our solutions to those requirements • Present SailPoint business functions, value, and competitive differences • Provide product demonstrations to prospective customers • Assist in developing RFP responses in coordination with our RFP response team • Participate in onsite and remote Proof of Value (POV) evaluations • Provide feedback to Product Management on product enhancements