Partner Manager - Data Center

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

The Partner Manager is tasked with supporting SHI's sales and technical teams in selling go-to-market solutions, fostering strategic collaboration among sales leaders and partners, and driving growth to meet margin targets. This role requires building strong relationships with partners, resolving conflicts, and promoting joint initiatives, while facilitating training and alignment sessions to enhance sales enablement and partner collaboration.

Role Description

(Including, but not limited to)

• Support SHI’s sales leadership, account executives, and technical teams in selling go-to-market solutions through collaborative efforts.

• Facilitate strategic planning meetings and training between sales leaders, account executives, and technical teams.

• Operate effectively within a matrix environment to support various SHI field organizations with differing engagement models.

• Drive partner growth and ensure achievement of gross margin targets within a dedicated business unit or identified OEMs.

• Establish and develop strong relationships between SHI and its partners, acting as an ambassador of SHI’s value.

• Align SHI account executive activities with partner goals and lead joint account alignment sessions.

• Handle partnership conflicts escalated by SHI sales leadership and in-field partner management.

• Deliver partner training and sales enablement initiatives to equip sales and engineering teams with necessary knowledge.

• Promote the "better together" messaging to create service opportunities and educate teams on partner product promotions.

• Support select customer-facing activities and communicate SHI's value proposition to partner teams.

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

• Completed Bachelor’s Degree preferred

• 3-5 years of experience in outside sales

• Ability to travel to SHI, Partner, and Customer Events

The estimated annual pay range for this position is £ - £ which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual.

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Equal Employment Opportunity – M/F/Disability/Protected Veteran Status