Partner Manager - Networking & Infrastructure

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

This position offers exposure to marketing, partner relations, service delivery, sales, and sales support teams across SHI. The Modern Data Center Alliance Manager will be a resource for SHI Services responsible for in-field relationships with partners related to SHI’s go to market services while being the liaison between the SHI services organization and SHI Partner Teams. They will be proficient in the services related portions of partner programs, partner marketing and working extensively with sales to assist in enabling SHI and partner field teams on SHI service offerings as part of joint product & service growth strategy across SHI.
This position is preferred to be located within 2 hours of Stratascale’s Charlotte, North Carolina, SHI’s Austin, Texas or SHI’s Somerset, New Jersey office.

Role Description

Partner Collaboration & Enablement

• Act as the primary liaison between SHI services and aligned partner sales leaders, SHI Account Executives, and Partner Account Executives. 

• Facilitate strategic planning sessions between Service Delivery and Partner Engineering teams. 

• Track partner service authorization and training progress. 

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Business Results & Pipeline Management

• Drive a $30M services pipeline over five quarters, with a minimum 10% service attach rate to SHI product sales. 

• Support $10M in booked SHI service revenue by the end of SHI FY 2026. 

• Develop and maintain Partner Plans to set annual service goals, track joint initiatives, and report monthly performance metrics. 

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Partnership Development

• Build and maintain strong relationships across SHI and partner organizations. 

• Align Stratascale activities with SHI and partner goals through joint account planning and campaign execution. 

• Resolve service-related partnership conflicts and lead enablement efforts for joint solution offerings. 

Sales Enablement & Go-To-Market Strategy

• Coordinate partner training and enablement for SHI sales and delivery teams. 

• Educate internal teams on partner programs and plays to enhance profitability. 

• Support select customer and partner-facing initiatives, consistently reinforcing SHI Modern Data Center Services’ value in SHI’s go-to-market strategy.

Behaviors and Competencies

• Strategic Thinking: Can analyze situations and can lead the development and execution of strategic initiatives.

• Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.

• Collaboration: Can proactively seek out diverse perspectives, facilitate open communication among team members, and drive toward consensus and action.

• Analytical Thinking: Can synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably.

• Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines.

• Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.

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

• Presentation: Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.

Skill Level Requirements

• The ability to effectively utilize software and platforms that are commonly used in the industry to analyze market trends, forecast sales, and drive business growth. - Intermediate

• Ability to identify, create, develop, and manage high-impact sales opportunities and lead a team to achieve and exceed sales targets - Intermediate

• Ability to effectively work and collaborate within a matrix management structure, coordinating across multiple reporting lines and teams to achieve organizational objectives. - Intermediate

Other Requirements

• Proven expertise in the IT channel, with a strong understanding of  modern data center and complex service sales motions.

• Minimum 3 years of experience in either channel management, or direct/indirect outside sales of data center, networking, security, cloud or IT Services.

• Comfortable operating in a matrixed management environment.

• Willingness and ability to travel as needed for partner meetings and field engagements.

The base salary for this position is $100,000. The estimated on-target earnings, or OTE, which includes a base salary and bonus, are $100,000 - $165,000. 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