SHI International Corp.
Partner Manager - Networking & Infrastructure
SHI International Corp., Charlotte, North Carolina, United States, 28245
About Us
Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year and today we’re a $16 billion global provider of IT solutions and services.
Over 17,000 organizations rely on SHI’s concierge approach to solve what’s next. Our 7,000 employees are at the heart of our success.
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 acting as 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 will work extensively with sales to enable SHI and partner field teams on SHI service offerings as part of joint product & service growth strategy across SHI.
Preferred location: within 2 hours of Stratascale’s Charlotte, NC office, SHI’s Austin, TX office, or SHI’s Somerset, NJ 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.
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 FY 2026.
Develop and maintain Partner Plans to set annual service goals, track joint initiatives, and report monthly performance metrics.
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 – analyze situations and lead development and execution of strategic initiatives.
Relationship Building – proactively seek opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
Collaboration – seek diverse perspectives, facilitate open communication, and drive toward consensus and action.
Analytical Thinking – synthesize complex data, identify patterns, draw insights, and present findings clearly.
Time Management – use time effectively, balance multiple tasks, and meet deadlines.
Organization – coordinate multiple projects, delegate tasks, employ advanced organizational tools.
Communication – communicate complex ideas to diverse audiences and facilitate effective communication between others.
Presentation – design and deliver engaging presentations, adapting content and style to suit the audience, context, and medium.
Skill Level Requirements
Ability to effectively utilize software and platforms 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 – 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.
Compensation Base salary: $100,000. Estimated on‑target earnings include a base salary and bonus, ranging from $100,000 to $165,000. Compensation is dependent on job‑related knowledge, skills, experience, and market location.
Benefits may include, but are not limited to, medical, vision, dental, 401(k), and flexible spending.
Equal Employment Opportunity Equal Employment Opportunity – M/F/Disability/Protected Veteran Status
Seniority level Mid‑Senior level
Employment type Full‑time
Job function Business Development and Sales
Industries IT Services and IT Consulting
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Over 17,000 organizations rely on SHI’s concierge approach to solve what’s next. Our 7,000 employees are at the heart of our success.
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 acting as 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 will work extensively with sales to enable SHI and partner field teams on SHI service offerings as part of joint product & service growth strategy across SHI.
Preferred location: within 2 hours of Stratascale’s Charlotte, NC office, SHI’s Austin, TX office, or SHI’s Somerset, NJ 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.
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 FY 2026.
Develop and maintain Partner Plans to set annual service goals, track joint initiatives, and report monthly performance metrics.
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 – analyze situations and lead development and execution of strategic initiatives.
Relationship Building – proactively seek opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
Collaboration – seek diverse perspectives, facilitate open communication, and drive toward consensus and action.
Analytical Thinking – synthesize complex data, identify patterns, draw insights, and present findings clearly.
Time Management – use time effectively, balance multiple tasks, and meet deadlines.
Organization – coordinate multiple projects, delegate tasks, employ advanced organizational tools.
Communication – communicate complex ideas to diverse audiences and facilitate effective communication between others.
Presentation – design and deliver engaging presentations, adapting content and style to suit the audience, context, and medium.
Skill Level Requirements
Ability to effectively utilize software and platforms 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 – 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.
Compensation Base salary: $100,000. Estimated on‑target earnings include a base salary and bonus, ranging from $100,000 to $165,000. Compensation is dependent on job‑related knowledge, skills, experience, and market location.
Benefits may include, but are not limited to, medical, vision, dental, 401(k), and flexible spending.
Equal Employment Opportunity Equal Employment Opportunity – M/F/Disability/Protected Veteran Status
Seniority level Mid‑Senior level
Employment type Full‑time
Job function Business Development and Sales
Industries IT Services and IT Consulting
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