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About the Role

SHI is seeking an experienced partner go-to-market (GTM) leader to define and develop partner marketing strategy for SHI's Datacenter business. This role translates datacenter solution priorities into measurable partner marketing plans and strategic initiatives, acting as a strategic connector across datacenter sales, solution leadership, partner management, and marketing.

Responsibilities

• Develop partner marketing strategies supporting SHI's datacenter growth priorities, managed datacenter services, and consulting initiatives.
• Align partner investments with key datacenter solution areas, including modernization, AI-ready infrastructure, hybrid cloud optimization, and data management.
• Collaborate with datacenter solution leaders to translate market trends into scalable partner marketing growth plays.
• Support partner-led demand generation efforts for pipeline creation, services attachment, assessments, and executive engagements.
• Drive integrated GTM alignment between datacenter OEMs, SHI leadership, sales specialists, and field sellers.
• Identify and prioritize strategic datacenter partners aligned with growth objectives.
• Leverage partner relationships to validate priorities, identify MDF and co-investment opportunities, and inform strategic investment decisions.
• Define investment focus areas and establish strategic success criteria for partner marketing investments.
• Develop documented processes and governance models for investment decisions.
• Serve as the primary partner marketing contact for SHI's Datacenter Solution Pillar leadership team.
• Build and maintain strong relationships with strategic partners to align priorities, influence joint business plans, and resolve escalations.
• Establish joint objectives and quarterly priorities with sales, solution leadership, and alliance/partner management teams.
• Coordinate execution through centralized marketing teams and programs.
• Ensure partner activities align with approved strategies and investment objectives.
• Provide strategic direction and input during planning sessions, business reviews, and partner discussions.

Requirements

• Completed Bachelor’s degree or relevant work experience required.
• 3-5 years of product and solutions marketing experience in the technology industry.
• Experience with one or more of the following Software Solutions & Services domains: IT & Software Asset Management, FinOps, IT Lifecycle Services, Software Advisory Services, Software Renewals and Long-tail Vendor Management.
• Experience in content creation and collaboration with creative design teams.
• Position may require up to 25% travel.

Skills

• Partner marketing
• Alliance marketing
• Go-to-market strategy development
• Datacenter technologies, solutions, and market trends
• Translating complex technologies into compelling value propositions
• Relationship-building
• Stakeholder management
• Strategic planning
• Investment prioritization
• Business alignment
• B2B sales motions
• Pipeline creation strategies
• Services attachment models
• Designing growth plays
• Establishing success criteria
• KPI frameworks
• Performance measurement strategies
• Analyzing performance insights
• Strategic investment recommendations
• Collaboration
• Influencing cross-functional teams
• MDF/co-op programs
• Partner program guidelines
• Compliance considerations
• Executive-level communication
• Presentation skills
• Influencing skills
• Working in a highly matrixed environment
• Channel marketing (VARs, resellers, distributors, SIs, MSPs, OEMs/ISVs)
• Partner program requirements (co-marketing, brand approval, claims, compliance)
• Marketing Operations
• Revenue Operations (attribution, reporting, analytics, dashboarding)
• Building new functions, governance models, operating frameworks, or strategic programs

Experience Level

• 3-5 years of product and solutions marketing experience

Education Level

• Bachelor’s degree

Salary/Compensations

• $110,000 - $150,000 (base salary and bonus)

Benefits

• Medical
• Vision
• Dental
• 401K
• Flexible spending

About the Company

• Since 1989, SHI International Corp. has helped organizations change the world through technology.
• SHI is a $16 billion global provider of IT solutions and services.
• Over 17,000 organizations worldwide rely on SHI’s concierge approach.
• SHI has 7,000 employees.
• SHI is the largest minority- and woman-owned enterprise in the U.S.

Equal Opportunity

• Equal Employment Opportunity – M/F/Disability/Protected Veteran Status