Director - Services Alliances

SHI; Dover (DE); On-site; USD 125,000 - 250,000; Full time

Job summary

A global IT solutions provider is seeking a Director of Services Alliances to lead and expand their service delivery partners ecosystem. The ideal candidate will have over 15 years of experience in partner management within the IT industry and a proven track record of driving collaborative revenue growth. This role involves strategic relationship building and aligning partners with the company's go-to-market strategies, offering competitive compensation and comprehensive benefits.

Benefits

Medical, vision, and dental benefits

401K and flexible spending

Professional growth opportunities

Qualifications

• Minimum 15 years of experience in Strategic Alliances or Partner Management in IT industry.
• 4+ years of management experience required.
• Proven track record in building service partnerships that drive revenue.

Responsibilities

• Define strategy for building and scaling SHI’s services alliances ecosystem.
• Cultivate executive-level relationships with key service partners.
• Collaborate with teams to develop joint value propositions and go-to-market plans.

Skills

Relationship Management

Cloud Solutions

IT Industry Knowledge

Change Management

Negotiation

Education

Bachelor's Degree in Sales, Information Technology, or related field

Master's Degree in Business Administration

Job description

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 a dynamic and strategic Director of Services Alliances to lead and expand our ecosystem of service delivery partners. This role is responsible for developing and managing strategic relationships with key partners, ensuring alignment with SHI’s go-to-market strategy, and driving revenue growth through collaborative service offerings. The ideal candidate will have deep experience in partner management, service delivery models, and strategic planning within the IT services industry.

Role Description

Alliance Strategy & Development

• Define and execute the strategy for building and scaling SHI’s services alliances ecosystem.

• Identify and onboard new service partners that complement SHI’s offerings in cloud, networking, security, managed services, and professional services.

Partner Relationship Management

• Cultivate strong executive-level relationships with key service partners.

• Serve as the primary point of contact for strategic service alliance partners.

Go-to-Market Enablement

• Collaborate with sales, marketing, and service delivery teams to develop joint value propositions and go-to-market plans.

• Ensure partner services are integrated into SHI’s sales motions and solution offerings.

Performance & Operations

• Establish KPIs and performance metrics to measure the success of service alliances.

• Monitor partner performance and ensure compliance with SHI’s quality standards and customer satisfaction goals.

Cross-Functional Leadership

• Work closely with internal stakeholders across sales, practice leads, operations, legal, and finance to support alliance initiatives.

• Lead cross-functional teams to grow joint service solutions pipeline and revenue.

Additional Responsibilities

• Develop and implement strategic service delivery plans to enhance customer satisfaction and drive business growth.

• Lead and manage the services team, fostering a culture of excellence, collaboration, and continuous improvement.

• Oversee resource allocation and operational budgeting, ensuring optimal utilization of assets to achieve service delivery goals.

• Monitor and evaluate service delivery performance through data-driven metrics and analytics to drive improvements and ensure alignment with strategic objectives.

• Collaborate with cross-functional teams to integrate service delivery into business processes, enhancing operational efficiency and effectiveness.

• Build and maintain relationships with key stakeholders, including clients, partners, and vendors, to support service delivery initiatives and drive organizational success.

• Ensure compliance with service delivery policies, procedures, and standards, safeguarding the organization’s reputation and integrity.

• Identify and mitigate service delivery risks through comprehensive risk management strategies and contingency planning.

• Drive innovation in service delivery practices, leveraging technology and best practices to enhance efficiency and performance.

• Report on service delivery performance and strategic initiatives to senior leadership, providing insights and recommendations for future planning.

Behaviors and Competencies

• Strategic Thinking: Can analyze complex situations, drive organizational transformation, and adapt strategies to changing market conditions.

• Leadership: Can lead strategic team initiatives, inspire others to take leadership roles, and foster a culture of shared responsibility and continuous improvement.

• 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.

• Problem-Solving: Can lead strategic problem-solving initiatives, inspire others to improve their problem-solving skills, and foster a culture of proactive problem-solving.

• Customer-Centric Mindset: Can lead strategic initiatives focused on improving the overall customer experience. Inspires and mentors others to adopt a customer-centric approach, fostering a culture of customer focus throughout the organization.

• 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.

• Strategic Implementation: Can lead the development and execution of comprehensive strategic plans, inspire and guide teams, and drive organizational change to achieve strategic objectives.

• Continuous Improvement: Can lead others in identifying and implementing major improvements and proactively drive continuous improvement across the organization.

Skill Level Requirements

• Proficiency in building and maintaining relationships with internal and external stakeholders to drive strategic initiatives and organizational success. - Expert

• Understanding of Information Technology products and solutions to effectively evaluate, implement, and support technological initiatives within an organization. - Expert

• Expertise in designing, implementing, and managing cloud-based solutions to optimize performance, scalability, and cost-efficiency. - Expert

• Ability to cultivate and maintain effective relationships with business partners, ensuring collaborative success and strategic alignment. - Expert

• Understanding of IT industry trends and dynamics, ensuring continuous learning and staying ahead of market shifts. - Expert

• Experience with change management and change consulting, crucial for driving innovation and continuous improvement within the organization. - Expert

Other Requirements

• Completed Bachelor\'s Degree in Sales, Information Technology, or a related field, or relevant work experience required

• Master\'s Degree in Business Administration preferred

• 7-10 years of experience in Sales, Information Technology, or a relevant functional area

• 4+ years of experience in a management position required

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

• Proven track record of building and scaling service partnerships that drive revenue and customer value

• Strong understanding of cloud, cybersecurity, managed services, and professional services landscapes

• Excellent communication, negotiation, and executive relationship-building skills

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

• Ability to travel 50%

The base salary range for this position is $125,000. The estimated on-target earnings, or OTE, which includes a base salary and bonus/commissions, are $200,000 - $250,000. 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