Job Summary

The Sr. Director of Networking Partnerships will drive the strategy for growth and profitability of our top Networking Partners while managing, mentoring, and supporting the team’s development.  This position is exposed to high levels of strategic business development, business analytical insights, employee hiring, team development, employee retention and partner relationship management. This role will be customer-facing and is responsible for bridging the relationship between SHI’s partners and sales teams. This leader will directly manage their business unit's overall strategy and direction, ensuring we achieve the revenue and gross profit targets.

The position will report into Vice President of Partner Management & Solutions.

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 $14 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.

Responsibilities

Include, but are not limited to:

• Set the strategic vision for the Networking partnerships that align with SHI and Sales segments

• Work with sales and customers to close business opportunities

• Drive pipeline growth through install base analysis

• Maximize rebate and partner funding attainment

• Represent SHI’s interests in senior partner executive forums

• Build plans to obtain partner resources and investments to support and drive SHI’s objectives

• Drive revenue and profitability growth through strong execution of plans and ROI analysis 

• Create & execute on proactive Sales Motions & Campaigns and drive exponential growth within our security & Software application partners

• Stay current with current industry standards, Market SWOT, and Competitive Offerings

• Work with partners to establish and manage business objectives and certify the completion

• Manage, onboard, and mentor other managers and team members 

• Drive partner field engagement with SHI leadership

• Develop and deliver, but also train others, to provide effective sales presentations to customers

• Manage and maintain strong accountability for teams and partners

• Assist in the development, delegation, and execution of business plans 

• Work to build awareness of strategic partners’ programs within SHI’s sales organization

• Oversee accurate pipeline management as it pertains to networking business

• Accountability for partner budgets, spending, and ROI (Return on Investment)

• Provide coaching and career development for team members

• Professionally represent SHI in partner and customer engagements

Qualifications

• 10+ years of sales leadership experience and/or partner management

• Experience in working with Networking manufacturers

• Proven track record in attaining sales goals and successful completion of large-scale projects

• Proficiency in Office applications; Microsoft Outlook, Work, Excel & PowerPoint

Required Skills

• Exceptional Leadership/Management skills

• Excellent time management, planning, and organization skills

• Ability to self-study and engage in independent work to increase job-related knowledge and skills

• Highly Motivated and Organized

• Strong written and verbal communication skills

• Strong problem-solving and interpersonal skills

• Highly focused on customer solutions and employee satisfaction

• Strong negotiation and motivational skills

• Excellent presentation skills

• Ability to think ahead, plan long-term decisions, and anticipate outcomes

• Self-motivated with the ability to work with limited direction and oversight

• Strong consultative sales skills

• Strong proven track record of outstanding performance and strong execution

• Ability to coach and mentor team members 

• Ability to work independently as well as in a team environment

• Proactive, driven, and positive work attitude

• Creative thinking paired with the discipline and management skills to implement strategies and tactics to drive revenue and gross margin growth

• Ability to understand the ROI (Return on Investment) of activities, including hard costs and soft costs vs the revenue and GM$ produced.

Unique Requirements

• 30%+ travel required

Additional Information

• The estimated annual pay range for this position is $175,000 - $250,000 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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Job Locations US-NJ-Somerset | US-TX-Austin

Requisition ID 2024-17131

Approved Min (Total Target Comp) USD $175,000.00/Yr.

Approved Max (Total Target Comp) USD $250,000.00/Yr.

Compensation Structure Base Plus Bonus

Category Technical Presales/Post Sales