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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 $15 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 6,000 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

SHI is seeking an executive visionary to serve as VP of Services Partners & Alliances, responsible for architecting and leading a comprehensive services partner ecosystem. This role focuses on strategic alliance development, executive-level relationship management, sub-contracting partner ecosystem management and driving measurable revenue growth through innovative partner programs. The ideal candidate brings extensive executive experience in IT services and partner program development/implementation with a proven ability to build high-impact visions achieved via aggressive KPIs for revenue, gross margin, and partner performance.

Strategic Vision & Program Development:

+ Craft and champion the long-term vision for SHI’s services partner ecosystem, aligning it with overarching corporate objectives to accelerate market leadership in cloud, networking, security, andmodern workspace with a portfolio of managedand professional services.

+ Design and implement a robust services partner program framework, including tiered partnership models, onboarding processes, and enablement strategies to foster mutual growth and innovation.

+ Identify, evaluate, and onboard strategic partners that enhance SHI’s competitive edge, with a focus on complementary capabilities that drive joint solution innovation and market expansion.

Executive Relationship Management:

+ Forge and nurture C-level relationships with key partners, positioning SHI as a preferred collaborator for high-value service initiatives.

+ Act as the executive sponsor for strategic alliances, facilitating board-level discussions and negotiations to unlock new revenue streams and collaborative opportunities.

+ Provide influence through SHI’s organization including GTM business units, product partner teams, solutions engineering teams and executive leadership

+ Lead team of alliance managers through execution of strategy including prioritization of scarce internal and external resources.

Go-to-Market Strategy & Enablement:

+ Partner with executive leadership in sales, marketing, and operations to co-create integrated go-to-market strategies that embed partner services into SHI’s core offerings.

+ Lead the development of joint value propositions, marketing campaigns, and sales enablement tools to accelerate pipeline growth and deal velocity through partner channels.

+ Provide direction on strategies and tactics to solution services delivered through a partner network that provides accountability for on-time, high customer satisfaction measures.

KPI Management & Performance Measurement:

+ Define and track executive-level KPIs, including services partner revenue contribution, gross margin expansion, partner acquisition rates, and program ROI.

+ Establish clear measures of success for the partner program, such as year-over-year revenue growth targets (e.g., 20-30% increase), gross margin improvements (e.g., 15% uplift), customer satisfaction scores (e.g., NPS > 80), and partner performance benchmarks (e.g., deal win rates > 50%).

+ Utilize data analytics and dashboards to monitor alliance health, conduct quarterly business reviews, and implement corrective actions to ensure alignment with financial and operational goals.

Revenue & Margin Growth Leadership:

+ Drive initiatives to grow services partner revenue and gross margins through optimized pricing models, incentive structures, and co-selling programs.

+ Lead cross-functional efforts to identify upsell/cross-sell opportunities within the partner ecosystem, targeting multimillion-dollar revenue increments and margin enhancements.

Cross-Functional Executive Leadership:

+ Collaborate with C-suite stakeholders across sales, practice areas, operations, legal, and finance to align alliance strategies with enterprise goals.

+ Spearhead executive teams in building and executing joint service pipelines, ensuring scalable delivery models that support sustained revenue growth.

Additional Responsibilities:

+ Develop executive strategies for service delivery that prioritize customer value, innovation, and scalable growth.

+ Mentor and lead senior services teams, instilling a culture of strategic excellence, accountability, and high-performance collaboration.

+ Oversee strategic resource planning and budgeting at the executive level, optimizing investments to maximize ROI on partner initiatives.

+ Leverage advanced analytics to evaluate program performance, driving data-informed decisions that align with SHI’s strategic imperatives.

+ Integrate partner services into enterprise-wide processes, enhancing overall efficiency and competitive differentiation.

+ Cultivate executive networks with clients, partners, and industry leaders to advance SHI’s market position.

+ Ensure governance and compliance in partner engagements, mitigating risks while upholding SHI’s standards.

+ Champion innovative practices in partner program design, incorporating emerging technologies to boost efficiency and outcomes.

+ Deliver executive reports and insights to the board and senior leadership on alliance performance, revenue impacts, and strategic recommendations.

Behaviors and Competencies

+ Strategic Thinking: Excels at synthesizing complex market dynamics into transformative strategies that drive enterprise-wide change and long-term success.

+ Leadership: Inspires executive teams and stakeholders to embrace bold visions, fostering a culture of innovation, accountability, and shared strategic ownership.

+ Business Acumen: Provides C-level guidance on financial modeling, market positioning, and growth strategies to propel overall business performance.

+ Communication: Models executive communication excellence, crafting compelling narratives for board presentations and coaching leaders on stakeholder engagement.

+ Collaboration: Orchestrates enterprise-level initiatives, building coalitions that deliver synergistic outcomes and a unified organizational purpose.

+ Problem-Solving: Leads high-stakes strategic resolutions, mentoring teams to adopt proactive, innovative approaches to challenges.

+ Customer-Centric Mindset: Drives organization-wide customer strategies, embedding a focus on value creation and loyalty across all functions.

+ Results Orientation: Sets ambitious enterprise goals, enforces accountability, and cultivates a results-driven culture that consistently exceeds targets.

+ Adaptability: Navigates market disruptions at the executive level, leading agile transformations that position SHI for sustained advantage.

+ Strategic Implementation: Oversees the rollout of multifaceted strategic plans, guiding organizational alignment and execution for measurable impact.

+ Continuous Improvement: Champions enterprise initiatives for optimization, leveraging insights to drive perpetual enhancement in processes and performance.

Skill Level Requirements

+ Proficiency in forging executive alliances with stakeholders to advance strategic agendas and deliver organizational value. - Expert

+ Deep expertise in IT solutions, enabling strategic evaluation and deployment of technologies that support business transformation. - Expert

+ Mastery in architecting cloud ecosystems for superior performance, scalability, and economic efficiency. - Expert

+ Expertise in executive partner management, ensuring alignment and mutual success in complex alliances. - Expert

+ Comprehensive knowledge of IT trends, with a forward-looking approach to anticipate and capitalize on industry evolutions. - Expert

+ Advanced proficiency in change leadership, essential for orchestrating innovation and cultural shifts. - Expert

Other Requirements

+ Completed Bachelor's Degree in Business, Information Technology, or a related field, or equivalent executive experience required

+ Master's Degree in Business Administration or equivalent preferred

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

+ 7+ years in senior management or VP-level positions required

+ 15+ years of experience in Strategic Alliances, Partner Management, or Business Development in the IT Industry

+ Demonstrated success in scaling partner programs that deliver multimillion-dollar revenue growth and margin improvements

+ Executive-level understanding of cloud, cybersecurity, managed services, and professional services ecosystems

+ Superior executive communication, negotiation, and relationship-building capabilities

+ Willingness to travel for SHI, partner, and customer executive events

+ Ability to travel up to 40%

The estimated annual pay range for this position is $375,000 - $400,000 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