Sr. Manager - Services Presales - Cybersecurity

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. 

Role Description

Practice Leadership

• Develop and implement the strategic vision and roadmap for the Cybersecurity Services presales practice

• Establish and grow service security offerings in collaboration with delivery leadership, sales, and operations

• Stay ahead of emerging trends in the security ecosystem to position the practice as an industry leader

Business Growth

• Build and execute go-to-market strategies in collaboration with sales, marketing, and delivery teams

• Drive revenue growth by developing client relationships, identifying new opportunities, and expanding existing accounts

Team Leadership

• Recruit, mentor, and manage a high-performing team of presales solution architects, focused on generating dynamic and outcome-oriented security services engagements

• Foster a culture of collaboration, continuous learning, and excellence within the practice

• Oversee resource planning and utilization to ensure optimal delivery capacity

Client Delivery

• Oversee the successful advisory and development of complex security solutions, ensuring high levels of client satisfaction

• Collaborate with cross-functional teams to ensure alignment between sales, delivery, and technical teams

• Establish and track key performance indicators (KPIs) to measure success and identify areas for improvement

Additional Responsibilities

• Lead the development of SOWs and Proposal artifacts, working closely with supporting teams to ensure alignment with client needs and business objectives

• Drive revenue growth within the professional services team by identifying new opportunities and optimizing service offerings

• Collaborate with SHI Stakeholder partner teams to create synergistic service solutions

• Educate, enable, and empower SHI technical sales teams, including front line sellers and cybersecurity advisors, to ensure a unified approach to service delivery and client engagement

• Contribute to practice development by identifying areas for growth and leading innovation initiatives

• Create and maintain practice standards and practices, ensuring the delivery of high-quality services

• Build and maintain strong relationships with key clients and partners, ensuring high levels of satisfaction and retention

• Provide thought leadership and guidance to clients and SHI teams on best practices

Behaviors and Competencies

• Adaptability: Can drive strategic transformations, inspire others to embrace change, and foster a culture of continuous adaptation.

• Business Acumen: Can provide strategic guidance and insights to drive overall business success.

• Change Management: Can lead and model exceptional change management at all levels of the organization, can develop and implement change management strategies, and can coach others to improve their change management skills.

• Collaboration: Can lead complex team projects, inspire others to collaborate effectively, and foster a culture of mutual respect and shared purpose.

• Communication: Can lead and model exceptional communication at all levels of the organization, develop and implement communication strategies, and coach others to improve their communication skills.

• Continuous Improvement: Can lead others in identifying and implementing major improvements and proactively drive continuous improvement across the organization.

• Customer-Centric Mindset: Can lead strategic initiatives focused on improving the overall customer experience. Inspires and mentors others to adopt a customer-centric approach, fostering a culture of customer focus throughout the organization.

• Leadership: Can lead strategic team initiatives, inspire others to take leadership roles, and foster a culture of shared responsibility and continuous improvement.

• Problem-Solving: Can lead strategic problem-solving initiatives, inspire others to improve their problem-solving skills, and foster a culture of proactive problem-solving.

• Strategic Thinking: Can analyze complex situations, drive organizational transformation, and adapt strategies to changing market conditions.

Skill Level Requirements

• Comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision-making and drive sustainable growth. - Expert

• The capability to design and implement long-term human resources initiatives that align with the overall business strategy, driving organizational success through effective workforce planning and development. - Expert

• The skill of securely handling sensitive data, ensuring privacy and compliance with data protection regulations. - Expert

• Ability to cultivate and maintain effective relationships with business partners, ensuring collaborative success and strategic alignment. - Expert

• Ability to oversee and direct projects to completion, ensuring goals are met, resources are utilized efficiently, and stakeholders are satisfied. - Expert

Other Requirements

• Completed Bachelor’s Degree in a related field or related relevant experience

• 7+ years of technical leadership experience with increasing responsibility in the following areas:

• Network & Endpoint Security: Firewalls, EDR/EPP, NAC, MDM
• Cloud & Container Security
• Identity & Access Management: IAM, MFA, SSO, CASB, PAM
• Security Analytics & Automation: SEIM, SOAR, Zero Trust
• Specialized Domains: IOT/ICS/OT Security

• Experience with security services engagements including:

• Maturity assessments, SASE assessments, firewall reviews
• Red/Blue/Purple team exercises, policy development
• Security tool rationalization and implementation services

• Ability to travel 20%

Additional Requirements

• Proven experience in a similar role, with a focus on service delivery and revenue growth in Professional Services

• Strong leadership skills and the ability to work effectively with cross-functional teams

• Excellent communication skills, with the ability to engage stakeholders at all levels

• Ability to analyze customer requirements and design solutions that meet their business objectives and budget constraints

• Extensive experience in developing Proposal documents and SOWs and driving revenue growth in professional services

The base salary range for this position is $150,000 - $190,000. The estimated on-target earnings, or OTE, which includes a base salary and bonus/commissions, are $200,000 - $250,000. 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