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 Senior Manager of Partner Management is responsible for developing strategic partner plans to drive mutual growth and align with organizational goals while maintaining strong, long-term relationships with key partners. This role involves leading negotiations, analyzing partner performance, and collaborating with cross-functional teams to integrate partner solutions and identify new opportunities. The ideal candidate will provide leadership to the partner management team, implement training programs, ensure compliance with agreements, and regularly report performance metrics to senior management, fostering continuous improvement and professional development.
Role Description
(Including, but not limited to)
- Lead and develop a team of Microsoft sellers focused on net-new customer acquisition, customer retention and growth across all revenue streams
- Set performance expectations tied to revenue growth and customer outcomes
- Implement standardized sales processes and cadences across regions
- Use data-driven insights to refine strategy and improve performance consistency
- Define and operationalize GTM strategies aligned with SHI’s priorities
- Cross-functional partnership across departments to ensure excellence
- Build executive-level relationships with Microsoft stakeholders and establish strong collaboration with Microsoft sellers to maximize co-sell opportunities
- Ensure proactive lifecycle management and customer success alignment
- Represent the organization in joint planning and partner reviews
- Serve as an executive escalation point for complex acquisition deals, contract negotiations, and competitive displacement scenarios
Behaviors and Competencies
- Customer‑Centric & Outcome‑Driven: Demonstrates a strong focus on understanding customer business objectives and success criteria
- Accountable & Disciplined: Maintains strong operational hygiene across account planning, pipeline, and engagement tracking
- Collaborative & Influential: Works effectively across sales, services, and partner teams to deliver cohesive solutions
- Communication & Executive Presence: Communicates clearly and confidently with stakeholders at multiple levels, including executive audiences
- Adaptability & Learning Agility: Quickly learns new products and solutions
- Consultative Selling & Value Articulation: Experience identifying and qualifying expansion opportunities within existing accounts
- Proactive & Growth‑Oriented: Takes ownership of customer outcomes rather than reacting to issues as they arise
Skill Level Requirements
- The ability to effectively utilize Microsoft applications like Word, Excel, PowerPoint, Outlook, Dynamics and Copilot to enhance productivity and perform various tasks efficiently –
- In-depth understanding of Microsoft’s business model, architectural frameworks, and comprehensive solutions, enabling effective deployment and management of Microsoft technologies
- Ability to articulate and manage Microsoft systems and portals
- Experience working with cross-functional teams and understanding shared ownership models across sales, services, technical, or partner teams
Other Requirements
- Completed Bachelor’s Degree or relevant work experience required
- Ability to travel to SHI, Partner, and Customer Events
- 5+ years of experience in sales specific role
- 3+ years of experience selling Microsoft products
- 1+ years of leadership, or leadership equivalent, experience
- Earn and maintain relevant Microsoft certifications and badges
- Ensure the team consistently delivers against key metrics
The estimated annual pay range for this position is £80,000 - £85,000 base salary plus 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.
SHI UK is an equal opportunity employer and does not discriminate on the basis of race, religion, gender, sexual orientation, national origin, age, disability, or any other legally protected status. We encourage applications from all qualified candidates and we are dedicated to providing a fair and accessible recruitment process.
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Equal Employment Opportunity – M/F/Disability/Protected Veteran Status
