Full-time

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

About the Role

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.

Required Skills
Partner ManagementAlliancesCiscoVMwareAWSMicrosoft AzureGoogle CloudServiceNowPalo AltoCybersecuritySales StrategyTeam LeadershipBudget ManagementGo-to-Market
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About company
SHI International Corp.

SHI International Corp. is a $15 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.

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Job Details
Category management
Posted 5 months ago