FinOps Services Sales Executive

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 FinOps Services Sales Executive is a quota-carrying expert who owns customer outcomes by selling and architecting best-in-class FinOps solutions. Blending deep domain expertise with strong commercial acumen, this role helps enterprise customers solve complex cloud, AI, SaaS, and business challenges—turning financial visibility and control into a strategic advantage.
The FinOps Services Sales Executive owns a territory, vertical, or named account list and is responsible for identifying, designing, and selling transformative FinOps solutions. This individual will collaborate with SHI Account Executives, internal stakeholders, and SHI partners to lead engagements from discovery through closure, ensuring seamless handoffs to delivery teams and ongoing customer success. This role reports to the Sr. Director, Spend Optimization Services (SOS) Sales.

Role Description

• Sales Ownership and Customer Impact

  • Own a territory, vertical, or named account list and achieve quota through consultative selling of FinOps solutions.

  • To support consistent attainment of quota, the FinOps Solutions Architect is expected to maintain healthy pipeline coverage across both the current and upcoming quarters: 

  • Current Quarter: A minimum of 3x coverage on the remaining gap to quota, factoring in already invoiced or committed revenue.

  • Next Quarter: A minimum of 3x total quarterly quota, consisting of qualified opportunities that align to SHI’s FinOps offerings and show a clear path to closure.

• Solution Architecture and Consulting

  • Design tailored solutions that help customers achieve cloud, AI, and SaaS value realization, financial accountability, and innovation goals.

  • Provide FinOps subject matter expertise and align solutions to the FinOps Framework, guiding customers through solutions across its core phases: Inform, Optimize, and Operate, while promoting cross-functional presales engagement between finance, engineering, and business stakeholders and decision makers.

  • Apply FinOps Domains and Capabilities to assess customer maturity, benchmark practices, and recommend actionable improvements achievable via SHI FinOps Services.

  • Stay current with major cloud, AI, and SaaS provider programs and industry best practices to advise on optimal FinOps strategies.

  • Demonstrate deep experience across a range of FinOps tools—both native and third-party - including their strengths, limitations, adoption patterns, and use cases.

  • Act as a transformation partner, enabling customers to envision how to mature their FinOps practices over time and realize strategic outcomes via SHI FinOps Services.

• Internal Enablement and Thought Leadership

  • Collaborate with internal teams to educate and enable SHI’s broader sales community and delivery teams on FinOps principles and practices.

  • Mentor FinOps analysts, consultants, and junior team members to raise overall delivery quality.

  • Support marketing events, webinars, and industry forums to promote SHI’s thought leadership in FinOps.

  • Provide market insights and feedback to FinOps leadership to refine services and positioning.

  • Pipeline expectations will be reviewed regularly with sales leadership to ensure sustained performance, accurate forecasting, and proactive deal strategy. SHI FinOps will follow the MEDDPICC sales methodology.

  • Lead customer discovery sessions to identify pain points, transformation goals, and solution needs related to cloud, AI, and SaaS financial management.

  • Deliver compelling value propositions through proposals, SOWs, and RFP responses.

  • Close deals that drive customer success and position SHI as a strategic FinOps partner.

Behaviors and Competencies

• Problem-Solving: Can proactively identify and take ownership of complex problem-solving initiatives, initiate preventative measures, collaborate with others to find solutions, and drive successful outcomes.

• Communication: Can effectively communicate complex ideas and information to diverse audiences, facilitate effective communication between others, and mentor others in effective communication.

• Adaptability: Can lead others through change, help teams adapt to new directions, and create a culture open to change.

• Leadership: Can take ownership of complex team initiatives, collaborate with others in decision-making processes, and drive team performance.

• Teamwork: Can build and lead multiple teams, fostering a cooperative environment and ensuring effective communication between team members.

• Self-Motivation: Can take ownership of complex personal or professional initiatives, collaborate with others when necessary, and drive results through self-motivation.

Skill Level Requirements

• Proficiency in overseeing and directing projects to completion, ensuring goals are met, resources are utilized efficiently, and stakeholders are satisfied - Intermediate

• Ability to systematically identify, document, and manage the technical needs and specifications of a project by engaging with stakeholders and analyzing business objectives to ensure successful project outcomes - Intermediate

• Ability to define, design, build, and maintain robust systems and solutions by leveraging systems and infrastructure effectively - Intermediate

• Ability to write, debug, and maintain code in various scripting and programming languages to automate tasks and develop software solutions - Intermediate

• Ability to understand and manage various infrastructure components (firewalls, load balancers, hypervisors, storage, monitoring, security) and use orchestration tools to develop comprehensive technical solutions - Intermediate

• Ability to develop detailed Statements of Work (SOWs) and drive revenue growth through professional services engagements - Intermediate

• Extensive experience working on large scale IT projects related to design, deployment and configuration - Intermediate

Other Requirements

• Completed Bachelor’s Degree or relevant work experience

• Minimum of 5-6 years’ experience in FinOps, cloud, AI, and SaaS financial management, or related field.

• Demonstrable track record of quota achievement in a sales or sales engineering/architect role.

• Experience with FinOps tools (Flexera CCO, Spot, CloudHealth, Apptio, Cloudability, etc.) and practices.

• Recognized certifications in FinOps or related technologies are highly desirable (FinOps Certified Practitioner, AWS/Azure/GCP certifications, etc.).

• Willingness to travel (up to 25%)

#LI-HB2

The base salary range for this position is $150,000 - $175,000. The estimated on-target earnings, or OTE, which includes a base salary and bonus/commissions, are $235,000 - $295,000. 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