Sr. Director - Dell Data Center National 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 $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 Director of Partner Management is responsible for developing and executing strategies to enhance partner relationships, driving mutual business growth and aligning with organizational objectives. This role involves leading and mentoring the partner management team, overseeing partner agreements, and integrating partner solutions to enhance market competitiveness. The ideal candidate will establish strong relationships with key partners, pursue new partnership opportunities, and provide strategic insights to senior leadership for informed decision-making.

Role Description

• Develop and execute strategies to enhance partner relationships and drive mutual business growth, aligning with organizational objectives and market trends.

• Lead and mentor the partner management team, fostering a high-performance culture and ensuring alignment with the company’s values and goals.

• Establish and maintain strong relationships with key partners, facilitating effective communication and collaboration to achieve shared objectives.

• Oversee the negotiation and management of partner agreements, ensuring mutually beneficial terms and compliance with organizational policies.

• Monitor partner performance and conduct regular reviews to ensure alignment with strategic goals and optimize partner contributions.

• Collaborate with cross-functional teams to integrate partner solutions into the company’s offerings, enhancing value propositions and market competitiveness.

• Identify and pursue new partnership opportunities, leveraging market insights to expand the partner ecosystem and drive business growth.

• Develop and implement partner training and enablement programs to ensure partners are equipped with the necessary knowledge and skills.

• Provide strategic input on partner-related marketing and promotional activities, aligning efforts with overall business objectives.

• Prepare and present reports on partnership performance and initiatives to senior leadership, providing insights and recommendations for strategic decision-making.

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

• 10+ years of experience in Sales, Information Technology, or a relevant functional area

• 5+ years of experience in a management position

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

• Ability to travel 25%

The estimated annual pay range for this position is $200,000 - $300,000 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