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.
The role serves as the primary liaison between SHI Services/Stratascale and SHI’s Microsoft licensing sales and support organizations, ensuring seamless coordination across service offerings, co-selling initiatives, and partner programs. The ideal candidate brings deep knowledge of Microsoft Partner programs, partner-led services, co-sell motions, partner marketing, and service demand generation, and works cross-functionally to drive joint services and product growth.
This position reports to the Director of Services Alliances, SHI Services and is preferred to be located within two hours of an SHI office (Austin, TX; Charlotte, NC; or New Jersey).
Role Description
Alliance & Program Leadership
Serve as the primary point of contact for Microsoft-related service alliance initiatives across SHI Services and Stratascale.
Drive programmatic strategies established through joint planning with Microsoft, SHI Services leadership, service delivery, and sales teams.
Support both mature, standardized services and the development of new co-created service offerings with Microsoft.
Collaborate with the Director of Services Alliances to define and execute Microsoft services strategies aligned to SHI’s Microsoft Partner Plan.
Develop and deliver executive-level presentations on SHI Services’ Microsoft services strategy and performance.
Partnership & Relationship Management
Build and maintain executive-level relationships with Microsoft channel, solution, and account teams nationwide.
Act as an ambassador for SHI Services’ value proposition across SHI and Microsoft organizations.
Lead joint account alignment and co-sell planning sessions in partnership with SHI’s Microsoft alliance teams.
Resolve escalated funding or program conflicts in collaboration with internal SHI stakeholders.
Ensure all alliance activities remain tightly aligned with SHI and Microsoft strategic priorities.
Business & Pipeline Management
Drive Microsoft Services pipeline growth aligned to SHI and Microsoft go-to-market strategies.
Provide service offering recommendations to maximize Microsoft resale profitability, win rates, and gross margin, while attaching SHI professional and managed services.
Manage service offering development progress, enablement, training, opportunity generation, and pipeline activity.
Deliver monthly reporting and analysis of pipeline, funding capture, and joint business results to leadership.
Ensure effective transition from Microsoft licensing pre-sales and spend optimization engagements into qualified post-sales SHI Services opportunities.
Go-To-Market & Sales Enablement
Coordinate ongoing roadmap discussions with Microsoft to ensure SHI’s Service Catalog aligns with upcoming licensing and program changes.
Lead Microsoft technical training and sales enablement efforts for SHI Services sales and service delivery teams.
Educate SHI Services teams on Microsoft partner plays, channel programs, and available funding to support profitability.
Support select customer-facing engagements as needed.
Position SHI Services’ value proposition internally and with Microsoft stakeholders.
Behaviors and Competencies
Adaptability: Can lead others through change, help teams adapt to new directions, and create a culture open to change.
Analytical Thinking: Can use advanced analytical techniques to solve complex problems, draw insights, and communicate the solutions effectively.
Business Acumen: Can develop and execute business plans to drive growth and profitability.
Change Management: Can manage major changes in organizational processes or policies, can facilitate change management processes among others, can mentor others in effective change management, and can adapt change management style based on the situation and the organization’s needs.
Collaboration: Can take ownership of team initiatives, foster a collaborative environment, and ensure that all team members feel valued and heard.
Communication: Can effectively communicate complex ideas and information to diverse audiences, facilitate effective communication between others, and mentor others in effective communication.
Conflict Resolution: Can resolve complex conflicts and negotiate win-win outcomes.
Decision-Making: Can facilitate group decision-making processes, build consensus, and commit to a course of action even in the face of uncertainty.
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.
Skill Level Requirements
Strategic and creative thinker with strong decision-making capabilities
Demonstrated ability to develop and execute cross-functional plans
Strong analytical skills with the ability to translate results into actionable insights
Proven relationship-building skills across sales and service delivery teams
Strong organizational, time management, communication, and presentation skills
Passion for developing and supporting service sales teams through enablement and mentorship
Ability to clearly communicate expectations, roles, and goals while fostering collaborative problem-solving
Other Requirements
5+ years of experience in channel management or direct/indirect enterprise sales
Proven success supporting complex solution sales motions
Experience operating effectively in a matrixed organization
Ability to build and manage executive-level partner relationships
Willingness to travel as needed for Microsoft meetings, planning sessions, and conferences
The estimated annual pay range for this position is $100,000 - $125,000 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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