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SHI Hardware Capture and Business Development Manager - PS in Boston, Massachusetts

Job Summary

SHI’s Hardware Capture and Business Development Manager - Public Sector helps support regional and national growth strategies with our current contracts and will position our existing contracts to identify, develop, attain, and maximize new business opportunities. Additionally, this role works closely with Public Sector RFP, Sales, Writing, and Solutions teams to help identify potential contracts and to help develop capture strategy for those key contracts.

The Hardware Capture and Business Development Manager - Public Sector will support the pursuit plan developed by the Capture and Strategy team and will help conduct competitive analyses to position Sales and RFP teams to create effective proposals. The Capture and Development Manager - Public Sector helps to ensure that appropriate capture activities occur and that capture efforts are consistent with a structured approach, providing process oversight as necessary.

This position reports to the Sr. Director of Contract Capture and Development within the Public Sector Sales Support organization.

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 $14 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 6,000 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.


Include, but are not limited to:

  • Support our Hardware relationships with Partners/COOPs that align with our target areas

  • Execute strategies and tactics to deliver a qualified pipeline of Hardware contract opportunities with pursuit/win plans for each

  • Support continual business development process improvement

  • Research and analyze available data to identify competitive potential trends

  • Help create and maintain Capture Plans

  • Analyze and assist in the tracking of Hardware contract requirements

  • Understand government contracting vehicles and procedures

  • Help manage existing partnerships with Hardware partners and COOPs to identify new opportunities and add value to existing client base

  • Contribute to obtaining intelligence, assessing competitors, and helping position SHI to win new contracts

  • Collaborate with SHI sellers and sales support to identify, qualify, and develop upcoming Hardware opportunities

  • May attend conferences and other external meetings to explore business development opportunities

  • Maintain appropriate records and documentation, tracking, monitoring, and reporting data to support business development

  • Evangelize and enable use of profitable, strategic Hardware contracts to SHI sellers

  • Educate internal and external parties on the benefits, terms and conditions, and operational aspects of key contracts, both 1x1 and in group training settings


  • 3+ years of related experience with Public Sector Capture, Procurement, RFP, or Sales

  • Bachelor's Degree or equivalent SHI experience

  • Experience translating strategy into action

  • Prior experience working with proposals

Required Skills

  • Excellent organizational, written and verbal communication skills, and the ability to communicate effectively both internally and externally

  • Excellent project management and execution skills including clear methods for tracking action items, consistent follow-up with involved parties, and ability to lead executive briefings on opportunities and progress

  • Excellent sales presentation skills with the ability to influence and impact an audience

  • Strong interpersonal, planning, and problem-solving skills

  • Strong ability to multitask and prioritize assignments

  • Ability to work in a dynamic, results-driven and fast-paced culture

Preferred Skills and Qualifications :

  • Experience working with the SHI contract library or other type of contract database

  • Knowledge and understanding of SHI’s Public Sector contracts

  • Experience educating others about contract benefits and operations

  • Experience positioning Public Sector contracts to an internal or external audience

  • Proven ability encouraging customers to use specific contracts

  • Experience working with customers pre-RFP to shape opportunities

Unique Requirements

  • 25% travel is required for customer and company meetings

  • Extended hours are required to complete some special projects

Additional Information

  • The estimated annual pay range for this position is $85,000 - $125,000. 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

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Job Locations US-Remote

Requisition ID 2023-13986

Approved Min (Total Target Comp) USD $85,000.00/Yr.

Approved Max (Total Target Comp) USD $125,000.00/Yr.

Compensation Structure Flat Base

Category Presales/Post Sales Support