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.
