Sr. Partner Sales Executive

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

 We are seeking a proactive and tactical Sr. Partner Sales Executive to join our Spend Optimization Services (SOS) Select Vendor Program team at SHI. In this role, you will be responsible for building and nurturing strong relationships with our Select Vendors, aligning strategic goals, and driving mutual success. The ideal candidate will have excellent communication skills, a strong understanding of FinOps and IT Asset Management (ITAM), and the ability to work collaboratively with internal and external stakeholders.

Role Description

• Core Competencies Focus: Responsible for delivering activities that drive pipeline and revenue through developing relationships with assigned partner teams & assigned Alliance Partners. Collaboration with Solution Sellers and Account Teams within SHI to accelerate revenue production, renew existing customers, and deliver net new revenue opportunities.

• Technical & Domain Skills Partner & Business Development: Ability to establish and manage partner business development plans. Working cross functionally with Sales and Services teams to build sales plays and methodologies that provide value to partner and customer. 

• Software & Cloud: Deep knowledge of Software & Hyperscale business models, including SaaS, Perpetual Licensing, Reserved Instances, and Commitment-based discounts.

• ITAM & FinOps Framework Expertise: Familiarity with Inform → Optimize → Operate phases (cost visibility, rate optimization, anomaly detection). 

• Software & Cloud or IT Procurement & Contracting: Negotiate enterprise agreements, volume commitments, and discount programs. 

• Spend Optimization Ecosystems: Experience with FinOps & ITAM platforms (Apptio Cloudability, CloudHealth, Spot.io, Flexera, Zylo) and integration with billing systems.

• Automation & Optimization: Ability to leverage automation Analytical & Strategic Skills: Target customer Identification, Account Mapping and Planning. Field sales and marketing Planning. Sales Methodology and Pipeline management.

• Revenue Attainment: Drive revenue growth by developing and managing a robust partner pipeline, accurately forecasting quarterly performance, and ensuring achievement of revenue targets through effective collaboration with sales, marketing, and alliance stakeholders. 

• Relationship Management: Build and nurture strong relationships with Select Vendors, acting as the primary point of contact and fostering collaboration and trust.

• Strategic Alignment: Work to align the goals and objectives of both SHI and vendor alliances, ensuring they are working towards a common purpose and maximizing the benefits of the partnership. 

• Performance Monitoring: Track the performance of the alliance, identify areas for improvement, and implement corrective actions to ensure the partnership meets its goals. 

• Contract Management: Manage contractual obligations, ensuring that both parties adhere to the terms of the agreement, and address any issues that may arise. 

• Communication and Coordination: Facilitate communication between SHI and vendor alliances, coordinate activities, and ensure that all stakeholders are informed about the progress of the alliance. 

• Program Management: Oversee the implementation and execution of joint business plans (JBP), coordinate training, certifications, and partner marketing efforts.

Behaviors and Competencies

• Strategic Implementation: Can take ownership of complex strategic initiatives, coordinate cross-functional teams, and ensure successful implementation and outcome.

• Analytical Thinking: Can use advanced analytical techniques to solve complex problems, draw insights, and communicate the solutions effectively.

• Relationship Building: Can take ownership of complex team initiatives, collaborate with diverse groups, and drive results through effective relationship management.

• Strategic Thinking: Can analyze complex situations, anticipate future trends, and align and integrate strategies across departments or functions.

• Self- Motivation: Can take ownership of complex personal or professional initiatives, collaborate with others when necessary, and drive results through self-motivation.

• Technical Expertise: Can demonstrate a high level of technical expertise in a specified area and can serve as a resource for others.

• Adaptability: Can lead others through change, help teams adapt to new directions, and create a culture open to change.

• Business Acumen: Can develop and execute business plans to drive growth and profitability.

• Business Development: Can take ownership of significant business initiatives, collaborate with various stakeholders, and drive business results. Critical Thinking: Can integrate and synthesize information from various sources to inform strategic decision-making and problem-solving.

Skill Level Requirements

• The ability to provide expert guidance, effectively lead teams, organize tasks efficiently, and interact harmoniously with others to achieve organizational goals. - Intermediate

• The capacity to work independently, contribute effectively in team settings, and engage successfully with individuals at all organizational levels. - Intermediate

• The capability to distinguish between short- and long-term objectives, as well as individual partner and employee goals, to collaboratively work towards a unified organizational vision. - Intermediate

• The proficiency in delivering presentations, and communicating effectively both verbally and in writing, enabling comfortable and professional interactions with diverse internal and external leadership contacts. - Intermediate

• The ability to actively listen and present ideas clearly and concisely to both technical and non-technical audiences. - Intermediate

• The expertise in using Microsoft Outlook, Word, Excel, PowerPoint, and various business systems such as AX, SalesCenter, CRM, and PBI. - Intermediate

• The ability to consistently research and proactively identify changes and trends within the software industry. - Intermediate

• The capability to establish and maintain relationships with external partners and executive-level stakeholders. - Intermediate

• The experience and knowledge in working with Pure Storage Global Segments. - Intermediate

• The ability to independently manage and oversee a regional business with minimal guidance from management. - Intermediate

Other Requirements

• Completed Bachelor’s Degree or relevant work experience required

• 7+ years of experience in vendor management, alliance management, or a related field within the IT industry 

• Experience in the FinOps industry 

• Familiarity with FinOps tools and practices 

• Experience in the IT asset management (ITAM) industry 

• Familiarity with IT asset management (ITAM) tools and practices

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

• Ability to travel 30%

The estimated annual pay range for this position is $150,000 - $180,000 which includes a base 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