SHI International Corp. is hiring a Sr. Director - Services Partners & Alliances

SHI International Corp. is hiring a Sr. Director - Services Partners & Alliances to architect and lead a comprehensive global partner ecosystem. In this role, you will craft the strategic vision, build a team, and manage alliances to deliver measurable revenue and gross margin growth.

What You'll Do

• Craft and champion the long-term vision for the services partner ecosystem, aligning it with corporate objectives.
• Design and implement a robust partner program framework, including tiered models, onboarding, and enablement.
• Identify, evaluate, and onboard strategic partners that enhance SHI’s competitive edge.
• Forge and nurture C-level relationships with key partners, positioning SHI as a preferred collaborator.
• Develop field relationships to establish SHI as a credible consulting partner.
• Act as the executive sponsor for strategic alliances, facilitating board-level discussions and negotiations.
• Influence internal organizations including GTM business units, product partner teams, and executive leadership.
• Hire and lead a team of alliance managers to execute strategy and prioritize resources.
• Partner with executive leadership in sales, marketing, and operations to co-create integrated go-to-market strategies.
• Lead the development of joint value propositions, marketing campaigns, and sales enablement tools.
• Direct strategies for services delivered through a partner network.
• Direct resources towards effective client campaigns, partner events, and joint outreach.
• Define and track executive-level KPIs, including partner revenue contribution, margin expansion, and program ROI.
• Establish clear measures of success, such as year-over-year revenue growth targets.
• Utilize data analytics to monitor alliance health, conduct business reviews, and implement corrective actions.
• Drive initiatives to grow partner revenue and margins through optimized pricing, incentives, and co-selling.
• Lead cross-functional efforts to identify upsell and cross-sell opportunities within the partner ecosystem.
• Collaborate with C-suite stakeholders across sales, practice areas, operations, legal, and finance.
• Spearhead executive teams in building and executing joint service pipelines.
• Develop executive strategies for service delivery that prioritize customer value and scalable growth.
• Mentor and lead senior services teams, instilling a culture of strategic excellence and accountability.
• Oversee strategic resource planning and budgeting, optimizing investments for maximum ROI.
• Leverage advanced analytics to evaluate program performance and drive data-informed decisions.
• Integrate partner services into enterprise-wide processes to enhance efficiency.
• Cultivate executive networks with clients, partners, and industry leaders.
• Ensure governance and compliance in partner engagements, mitigating risks.
• Champion innovative practices in partner program design, incorporating emerging technologies.
• Deliver executive reports to the board on alliance performance and strategic recommendations.

What We're Looking For

• Completed Bachelor's Degree in Business, Information Technology, or a related field, or equivalent executive experience.
• 10+ years of experience in Sales, Information Technology, or a relevant executive area.
• 7+ years in senior management or VP-level positions.
• 15+ years of experience in Strategic Alliances, Partner Management, or Business Development in the IT Industry.
• Demonstrated success in scaling partner programs that deliver multimillion-dollar revenue growth and margin improvements.
• Executive-level understanding of cloud, cybersecurity, managed services, and professional services ecosystems.
• Superior executive communication, negotiation, and relationship-building capabilities.
• Ability to travel to SHI, Partner, and Customer Events, up to 40%.
• Expert proficiency in building and maintaining relationships with internal and external stakeholders.
• Expert understanding of Information Technology products and solutions.
• Expert expertise in designing, implementing, and managing cloud-based solutions.
• Expert ability to cultivate and maintain effective relationships with business partners.
• Expert understanding of IT industry trends and dynamics.
• Expert experience with change management and change consulting.

Nice to Have

• Master's Degree in Business Administration or equivalent.

Technical Stack

• Infrastructure: Cisco, Dell, Pure, Nutanix, VMware
• Networking: Cisco, Juniper, Aruba, Arista
• Security: Palo Alto, Fortinet, CrowdStrike, Okta, CyberArk, Sailpoint, Saviynt, Beyond Trust, Wiz, Zscaler, Tenable, Tanium
• Cloud: AWS, Google, Microsoft, ServiceNow
• Delivery Network associated with selected OEM partners.

Team & Environment

You will hire and lead a team of alliance managers.

Benefits & Compensation

• Compensation: $250,000 - $325,000
• 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.
• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
• Continuous professional growth and leadership opportunities.

SHI International Corp. is an Equal Employment Opportunity employer – M/F/Disability/Protected Veteran Status.