Sr. Partner Sales Executive

shi; United States; On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Diversity commitment

Growth opportunities

Health benefits & wellness

World-class facilities

Job summary

SHI is seeking a proactive Sr. Partner Sales Executive to join our Spend Optimization Services Select Vendor Program. You will nurture relationships with Select Vendors, align strategic goals, and drive mutual success in FinOps and ITAM domains.

The role requires strong communication, cross-functional collaboration, and expertise in software, cloud licensing, and procurement. You will influence sales plays and joint business plans across SHI and partner organizations.

Qualifications

• Experience building partner programs and alliances with vendor ecosystems.
• Ability to develop joint business plans and sales plays with internal teams.
• Deep knowledge of Software, Cloud models and IT procurement processes.

Responsibilities

• Drive pipeline and revenue by developing relationships with partner teams and alliance partners.
• Collaborate with Solution Sellers and Account Teams to accelerate revenue and renewals.
• Negotiate agreements and manage discount programs with vendors.

Skills

Partner development

Alliance management

Sales planning

FinOps

ITAM

SaaS licensing

Tools

Apptio Cloudability

CloudHealth

Spot.io

Flexera

Zylo

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 $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

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.

Role Description

• Core Competencies Focus: Responsible for delivering activities that drive pipeline and revenue through developing relationships with assigned partner teams & assigned Alliance Partners. Collaboration with Solution Sellers and Account Teams within SHI to accelerate revenue production, renew existing customers, and deliver net new revenue opportunities.
• Technical & Domain Skills Partner & Business Development: Ability to 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 partner and customer.
• Software & Cloud: Deep knowledge of Software & Hyperscale business models, including SaaS, Perpetual Licensing, Reserved Instances, and Commitment-based discounts.
• ITAM & FinOps Framework Expertise: Familiarity with Inform > Optimize > Operate phases (cost visibility, rate optimization, anomaly detection).
• Software & Cloud or IT Procurement & Contracting: Negotiate enterprise agreements, volume commitments, and discount programs.
• Spend Optimization Ecosystems: Experience with FinOps & ITAM platforms (Apptio Cloudability, CloudHealth, Spot.io, Flexera, Zylo) and integration with billing systems.
• Automation & Optimization: Ability to leverage automation Analytical & Strategic Skills: Target customer Identification, Account Mapping and Planning. Field sales and marketing Planning. Sales Methodology and Pipeline management.
• Revenue Attainment: 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.
• Relationship Management: Build and nurture strong relationships with Select Vendors, acting as the primary point of contact and fostering collaboration and trust.
• Strategic Alignment: Work to align the goals and objectives of both SHI and vendor alliances, ensuring they are working towards a common purpose and maximizing the benefits of the partnership.
• Performance Monitoring: Track the performance of the alliance, identify areas for improvement, and implement corrective actions to ensure the partnership meets its goals.
• Contract Management: Manage contractual obligations, ensuring that both parties adhere to the terms of the agreement, and address any issues that may arise.
• Communication and Coordination: Facilitate communication between SHI and vendor alliances, coordinate activities, and ensure that all stakeholders are informed about the progress of the alliance.
• Program Management: Oversee the implementation and execution of joint business plans (JBP), coordinate training, certifications, and partner marketing efforts.

Behaviors and Competencies

• Strategic Implementation: Can take ownership of complex strategic initiatives, coordinate cross-functional teams, and ensure successful implementation and outcome.
• Analytical Thinking: Can use advanced analytical techniques to solve complex problems, draw insights, and communicate the solutions effectively.
• Relationship Building: Can take ownership of complex team initiatives, collaborate with diverse groups, and drive results through effective relationship management.
• Strategic Thinking: Can analyze complex situations, anticipate future trends, and align and integrate strategies across departments or functions.
• Self- Motivation: Can take ownership of complex personal or professional initiatives, collaborate with others when necessary, and drive results through self-motivation.
• Technical Expertise: Can demonstrate a high level of technical expertise in a specified area