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. 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.

About the Role

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.

Responsibilities

• Deliver activities that drive pipeline and revenue through developing relationships with assigned partner teams and Alliance Partners.
• Collaborate with Solution Sellers and Account Teams within SHI to accelerate revenue production, renew existing customers, and deliver net new revenue opportunities.
• 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 partners and customers.
• 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.
• Build and nurture strong relationships with Select Vendors, acting as the primary point of contact and fostering collaboration and trust.
• Align the goals and objectives of both SHI and vendor alliances, ensuring they work towards a common purpose and maximize the benefits of the partnership.
• Track the performance of the alliance, identify areas for improvement, and implement corrective actions to ensure the partnership meets its goals.
• Manage contractual obligations, ensuring that both parties adhere to the terms of the agreement, and address any issues that may arise.
• Facilitate communication between SHI and vendor alliances, coordinate activities, and ensure that all stakeholders are informed about the progress of the alliance.
• Oversee the implementation and execution of joint business plans (JBP), coordinate training, certifications, and partner marketing efforts.

Skills & Competencies

Technical & Domain Skills

• Deep knowledge of Software & Hyperscale business models, including SaaS, Perpetual Licensing, Reserved Instances, and Commitment-based discounts.
• Familiarity with Inform → Optimize → Operate phases (cost visibility, rate optimization, anomaly detection).
• Experience negotiating enterprise agreements, volume commitments, and discount programs.
• Experience with FinOps & ITAM platforms (Apptio Cloudability, CloudHealth, Spot.io, Flexera, Zylo) and integration with billing systems.
• Ability to leverage automation for optimization.

Analytical & Strategic Skills

• Target customer identification, account mapping, and planning.
• Field sales and marketing planning.
• Sales methodology and pipeline management.

Behaviors & Competencies

• Strategic Implementation: Ownership of complex strategic initiatives, coordinating cross-functional teams, and ensuring successful implementation and outcome.
• Analytical Thinking: Use of advanced analytical techniques to solve complex problems, draw insights, and communicate solutions effectively.
• Relationship Building: Ownership of complex team initiatives, collaboration with diverse groups, and driving results through effective relationship management.
• Strategic Thinking: Analysis of complex situations, anticipation of future trends, and alignment and integration of strategies across departments or functions.
• Self-Motivation: Ownership of complex personal or professional initiatives, collaboration with others when necessary, and driving results through self-motivation.
• Technical Expertise: Demonstration of a high level of technical expertise in a specified area and serving as a resource for others.
• Adaptability: Leading others through change, helping teams adapt to new directions, and creating a culture open to change.
• Business Acumen: Development and execution of business plans to drive growth and profitability.
• Business Development: Ownership of significant business initiatives, collaboration with various stakeholders, and driving business results.
• Critical Thinking: Integration and synthesis of information from various sources to inform strategic decision-making and problem-solving.

Skill Level Requirements

• Intermediate ability to provide expert guidance, lead teams, organize tasks efficiently, and interact harmoniously with others to achieve organizational goals.
• Intermediate capacity to work independently, contribute effectively in team settings, and engage successfully with individuals at all organizational levels.
• Intermediate 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 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 ability to actively listen and present ideas clearly and concisely to both technical and non-technical audiences.
• Intermediate expertise in using Microsoft Outlook, Word, Excel, PowerPoint, and various business systems such as AX, SalesCenter, CRM, and PBI.
• Intermediate ability to consistently research and proactively identify changes and trends within the software industry.
• Intermediate capability to establish and maintain relationships with external partners and executive-level stakeholders.
• Intermediate experience and knowledge in working with Pure Storage Global Segments.
• Intermediate ability to independently manage and oversee a regional business with minimal guidance from management.

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 and familiarity with FinOps tools and practices.
• Experience in the IT asset management (ITAM) industry and familiarity with ITAM tools and practices.
• Ability to travel to SHI, Partner, and Customer Events (30% travel required).

Pay

The estimated annual pay range for this position is $150,000 - $180,000, which includes a base salary and bonus. Compensation is dependent on job-related knowledge, skills, experience, and market location and will vary from individual to individual.

Benefits

• Medical, vision, and dental benefits.
• 401K retirement plan.
• Flexible spending accounts.