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.
Role Description
Build and Lead the Field Alliance Team: Hire, develop, and manage a high-performing team of Field Alliance Managers across six US sales regions.
Develop Regional Channel Strategy: Define and execute a cohesive strategy for local partner engagement, advocacy, and operational excellence, ensuring alignment with SHI’s national objectives.
Drive Partner Relationship Excellence: Oversee the cultivation and maintenance of deep, strategic relationships with core OEM partners at the regional level (e.g., Dell, Palo Alto, Fortinet, CrowdStrike, VMware).
Escalation and Issue Resolution: Serve as the highest escalation point for complex regional partner issues, driving solutions and best practices.
Performance Management: Set clear objectives and accountability for Field Alliance Managers, utilizing regional metrics, partner impact, and business growth as key measures of success.
Event and Presence Leadership: Ensure intentional, consistent SHI representation at high-value local partner events, elevating SHI’s profile and influence.
Insight and Reporting: Aggregate and synthesize regional insights for executive leadership, identifying strategic investment areas, potential risks, and new business opportunities.
Cross-Functional Collaboration: Act as a bridge between field teams, national partner management, and SHI corporate leadership to ensure initiatives are regionally relevant and well-executed.
Continuous Improvement: Identify opportunities to evolve the Field Alliance function, enhance operational processes, and drive measurable outcomes
Behaviors and Competencies
Leadership: Can lead strategic team initiatives, inspire others to take leadership roles, and foster a culture of shared responsibility and continuous improvement.
Strategic Thinking: Can analyze complex situations, drive organizational transformation, and adapt strategies to changing market conditions.
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.
Relationship Building: Can lead strategic collaborations, inspire others to build relationships, and foster a culture of teamwork and mutual respect.
Negotiation: Can lead strategic negotiations, inspire others to develop negotiation skills, and foster a culture of constructive dialogue and compromise.
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.
Problem-Solving: Can lead strategic problem-solving initiatives, inspire others to improve their problem-solving skills, and foster a culture of proactive problem-solving.
Skill Level Requirements
Understanding of IT industry trends and dynamics, ensuring continuous learning and staying ahead of market shifts – Expert
Ability to cultivate and maintain effective relationships with business partners, ensuring collaborative success and strategic alignment – Expert
Expertise in managing partner accounts, ensuring satisfaction and alignment with business objectives – Expert
Ability to build and maintain relationships with key stakeholders, including clients, partners, and board members, which is essential for fostering collaboration and ensuring organizational alignment – Expert
Skilled in strategic planning and implementation, aligning with the responsibility of developing and implementing strategic plans to achieve organizational goals – Expert
Other Requirements
Completed Bachelor's Degree in Business or a related field, or relevant work experience required
8+ years of experience in channel sales, alliances, or partner management, including field leadership roles.
Deep understanding of OEM/channel partner dynamics, with credibility at both the executive and field level.
Proven track record in building and leading high-performing, geographically distributed teams.
Exceptional communicator and influencer, skilled at navigating matrixed organizations and complex relationships.
Strategic thinker with strong analytical skills; able to turn insights into actionable plans.
Comfortable with ambiguity and change; thrives in a growth-focused, entrepreneurial environment.
Experience setting and managing to performance metrics and regional targets
Ability to travel to SHI, Partner, and Customer Events
Ability to travel 25%
The estimated annual pay range for this position is $250,000 - $350,000 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
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