Sr. Director - Services Partners & Alliances

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 $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. But the heartbeat of SHI is our employees – all 6,000 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

SHI is seeking an executive visionary to serve as Sr Director of Services Delivery Integrators & GTM Alliances, responsible for crafting the program, developing a team while leading a comprehensive alliance services partner ecosystem. This role focuses on strategic alliance development, executive-level relationship management, sub-contracting partner program management in order to drive measurable revenue and gross margin growth through innovative partner programs. The ideal candidate brings extensive executive relationships and experience in IT services with a foundation in partner program development/implementation/execution with a proven ability to build high-impact visions achieved via aggressive KPIs for revenue, gross margin, and partner performance (measured via NPS).

Role Description

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Strategic Vision & Program Development:

• Craft and champion the long-term vision for SHI’s services partner ecosystem, aligning it with overarching corporate objectives to accelerate market leadership in cloud, networking, security, and modern workspace with a portfolio of managed and professional services. 
• Design and implement a robust services partner program framework, including tiered partnership models, onboarding processes, and enablement strategies to foster mutual growth and innovation. 
• Identify, evaluate, and onboard strategic partners that enhance SHI’s competitive edge, with a focus on complementary services and solution capabilities that drive joint innovation and market capture 

Executive Relationship Management:

• Forge and nurture C-level relationships with key partners, positioning SHI as a preferred collaborator for high-value service initiatives. 
• Develop field relationships to alter perception of SHI as a credible consulting partner and value added reseller
• Act as the executive sponsor for strategic alliances, facilitating board-level discussions and negotiations to unlock new revenue streams and collaborative opportunities. 
• Provide influence through SHI’s internal organizations including GTM business units, product partner teams, solutions engineering teams and executive leadership 
• Hire and lead a team of alliance managers through execution of strategy including prioritization of scarce internal and external resources. 

Go-to-Market Strategy & Enablement:

• Partner with executive leadership in sales, marketing, and operations to co-create integrated go-to-market strategies that embed partner services into SHI’s core offerings. 
• Lead the development of joint value propositions, marketing campaigns, and sales enablement tools to accelerate pipeline growth and deal velocity through partner channels. 
• Provide direction on strategies and tactics to solution services delivered through a partner network that provides accountability for on-time, high customer satisfaction measures.  
• Direct resources towards effective client campaigns, partner events, and joint outreach based on existing SHI installed based and prospect data

KPI Management & Performance Measurement:

• Define and track executive-level KPIs, including services partner revenue contribution, gross margin expansion, partner acquisition rates, and program ROI. 
• Establish clear measures of success for the partner program, such as year-over-year revenue growth targets (e.g., 20-30% increase), gross margin improvements (e.g., 15% uplift), customer satisfaction scores (e.g., NPS > 80), and partner performance benchmarks (e.g., deal win rates > 50%). 
• Utilize data analytics and dashboards to monitor alliance health, conduct quarterly business reviews, and implement corrective actions to ensure alignment with financial and operational goals. 

Revenue & Margin Growth Leadership:

• Drive initiatives to grow services partner revenue and gross margins through optimized pricing models, incentive structures, and co-selling programs. 
• Lead cross-functional efforts to identify upsell/cross-sell opportunities within the partner ecosystem, targeting multimillion-dollar revenue increments and margin enhancements. 

Cross-Functional Executive Leadership:

• Collaborate with C-suite stakeholders across sales, practice areas, operations, legal, and finance to align alliance strategies with enterprise goals. 
• Spearhead executive teams in building and executing joint service pipelines, ensuring scalable delivery models that support sustained revenue growth. 

Partners Anticipated:

• Infrastructure: Cisco, Dell, Pure, Nutanix, VMware, etc
• Networking: Cisco, Juniper, Aruba, Arista, etc
• Security: Palo Alto, Fortinet, CrowdStrike, Okta, CyberArk, Sailpoint, Saviynt, Beyond Trust, Wiz, Zscaler, Tenable, Tanium, etc
• Cloud: AWS, Google, Microsoft, ServiceNow, etc.
• Delivery Network associated with selected OEM partners above

Additional Responsibilities:

• Develop executive strategies for service delivery that prioritize customer value, innovation, and scalable growth. 
• Mentor and lead senior services teams, instilling a culture of strategic excellence, accountability, and high-performance collaboration. 
• Oversee strategic resource planning and budgeting at the executive level, optimizing investments to maximize ROI on partner initiatives. 
• Leverage advanced analytics to evaluate program performance, driving data-informed decisions that align with SHI’s strategic imperatives. 
• Integrate partner services into enterprise-wide processes, enhancing overall efficiency and competitive differentiation. 
• Cultivate executive networks with clients, partners, and industry leaders to advance SHI’s market position. 
• Ensure governance and compliance in partner engagements, mitigating risks while upholding SHI’s standards. 
• Champion innovative practices in partner program design, incorporating emerging technologies to boost efficiency and outcomes. 
• Deliver executive reports and insights to the board and senior leadership on alliance performance, revenue impacts, and strategic recommendations.

Behaviors and Competencies

• Strategic Thinking: Can analyze complex situations, drive organizational transformation, and adapt strategies to changing market conditions.
• Leadership: Can lead strategic team initiatives, inspire others to take leadership roles, and foster a culture of shared responsibility and continuous improvement.
• Business Acumen: Can provide strategic guidance and insights to drive overall business success.
• Communication: Can lead and model exceptional communication at all levels of the organization, develop and implement communication strategies, and coach others to improve their communication skills.
• Collaboration: Can lead complex team projects, inspire others to collaborate effectively, and foster a culture of mutual respect and shared purpose.
• Problem-Solving: Can lead strategic problem-solving initiatives, inspire others to improve their problem-solving skills, and foster a culture of proactive problem-solving.
• Customer-Centric Mindset: Can lead strategic initiatives focused on improving the overall customer experience. Inspires and mentors others to adopt a customer-centric approach, fostering a culture of customer focus throughout the organization.
• Results Orientation: Can inspire a culture of results-orientation across the organization, setting high standards and holding everyone accountable for achieving results.
• Adaptability: Can drive strategic transformations, inspire others to embrace change, and foster a culture of continuous adaptation.
• Strategic Implementation: Can lead the development and execution of comprehensive strategic plans, inspire and guide teams, and drive organizational change to achieve strategic objectives.
• Continuous Improvement: Can lead others in identifying and implementing major improvements and proactively drive continuous improvement across the organization.

Skill Level Requirements

• Proficiency in building and maintaining relationships with internal and external stakeholders to drive strategic initiatives and organizational success. - Expert
• Understanding of Information Technology products and solutions to effectively evaluate, implement, and support technological initiatives within an organization. - Expert
• Expertise in designing, implementing, and managing cloud-based solutions to optimize performance, scalability, and cost-efficiency. - Expert
• Ability to cultivate and maintain effective relationships with business partners, ensuring collaborative success and strategic alignment. - Expert
• Understanding of IT industry trends and dynamics, ensuring continuous learning and staying ahead of market shifts. - Expert
• Experience with change management and change consulting, crucial for driving innovation and continuous improvement within the organization. - Expert

Other Requirements

• Completed Bachelor's Degree in Business, Information Technology, or a related field, or equivalent executive experience required 
• Master's Degree in Business Administration or equivalent preferred 
• 10+ years of experience in Sales, Information Technology, or a relevant executive area 
• 7+ years in senior management or VP-level positions required 
• 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
• Ability to travel up to 40% 

The estimated annual pay range for this position is $250,000 - $325,000 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. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

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

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