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About the Role

SHI is seeking an Associate Director - Partner Marketing – Cybersecurity to lead a team of Partner Marketing Managers responsible for SHI's strategic cybersecurity partnerships. This role is responsible for developing and executing integrated partner growth plans that align partner investments, sales priorities, solution plays, and business unit objectives to accelerate revenue growth, gross margin contribution, and strategic market expansion.

Responsibilities

Lead, coach, and develop a team of Partner Marketing Managers supporting SHI's strategic cybersecurity partner portfolio.
Oversee the development of annual marketing plans aligned to SHI's cybersecurity revenue and gross margin growth targets.
Develop portfolio investment strategies that prioritize resources based on partner growth potential, solution alignment, market opportunity, and business impact.
Ensure partner marketing plans support business objectives while maximizing growth opportunities within the cybersecurity market.
Guide the development of customized marketing plans that align partner investments with SHI priorities.
Develop MDF investment strategies that maximize available partner funding and align investments to SHI cybersecurity growth objectives.
Use performance insights to evaluate marketing effectiveness and identify opportunities for optimization.
Partner with internal stakeholders and strategic partners to maintain alignment on business objectives and growth priorities.
Operate within established planning and business review processes.
Champion modernization of the partner marketing experience through scalable digital workflows, self-service capabilities, and data-driven engagement models.
Partner with Marketing Operations, IT, and Digital Marketing teams to improve speed, consistency, and visibility across planning, execution, and reporting processes.
Leverage AI and automation opportunities to improve team productivity and marketing effectiveness.
Serve as the marketing leader and trusted advisor for assigned strategic partners, influencing joint business planning, growth priorities, executive engagement strategies, and long-term partnership outcomes.
Align strategic cybersecurity partner marketing investments with priorities across Enterprise, Commercial, Public Sector, Healthcare, Global, and Advanced Solutions Group business units.
Partner with Sales Leadership to identify growth opportunities, whitespace accounts, and strategic initiatives.
Ensure partner marketing investments directly support SHI business unit objectives and sales motions.
Lead executive business reviews with strategic partners and internal stakeholders to evaluate performance, investment effectiveness, growth opportunities, and future priorities.
Establish team priorities, goals, and performance expectations aligned with departmental OKRs.
Define and monitor KPI performance across the team.
Drive consistency in planning, execution, reporting, and business reviews.
Ensure marketing plans are aligned with approved business objectives and growth targets.
Promote accountability for delivering measurable business outcomes.
Drive adoption of standardized planning frameworks, reporting methodologies, and best practices across partner portfolios.
Drive operational excellence through process standardization, governance, and accountability.
Develop future leaders within the Partner Marketing organization.

Requirements

Completed Bachelor's Degree in Marketing, Business Administration, or a related field, or relevant work experience required
8-12+ years of experience in partner marketing, channel marketing, or B2B marketing leadership roles.
Proven experience leading multi-partner marketing strategies within a technology organization.
Demonstrated success in defining go-to-market strategies and growth plays.
Demonstrated success in driving measurable pipeline and revenue impact.
Demonstrated success in building KPI-driven operating models.
3+ years of experience in a management position
Strong experience managing and developing individual contributors.
Ability to travel to SHI, Partner, and Customer Events - 25%

Skills

Advanced leadership and people management skills.
Strategic partner marketing and channel marketing expertise.
Ability to develop and execute go-to-market (GTM) strategies and growth initiatives.
Strong business planning, prioritization, and portfolio management capabilities.
Experience building and managing KPI-driven operating models.
Ability to analyze marketing performance data and identify optimization opportunities.
Strong executive presence and relationship management skills.
Ability to influence and collaborate across Sales, Finance, Operations, Marketing, IT, and Executive Leadership teams.
Knowledge of channel ecosystems, including OEM, ISV, VAR, and SI/MSP partner models.
Understanding of sales motions, partner leverage strategies, and indirect revenue models.
Experience managing or optimizing Market Development Funds (MDF).
Ability to lead organizational change, process transformation, and operational excellence initiatives.
Experience leveraging AI, automation, analytics, and business intelligence tools to improve marketing effectiveness and productivity.
Experience working in or marketing through the channel, including VAR/reseller, distributor, and SI/MSP environments.
Experience working with OEM and ISV ecosystem partners.
Experience supporting cybersecurity partner programs.
Experience working with strategic technology partners or similar enterprise technology partnerships.
Experience leading organizational transformation and change management initiatives.
Experience managing through data, analytics, and business intelligence platforms.
Proven ability to influence leaders across Sales, Finance, Operations, and Executive Management.

Experience Level

8-12+ years of experience in partner marketing, channel marketing, or B2B marketing leadership roles.
3+ years of experience in a management position

Education Level

Bachelor's Degree in Marketing, Business Administration, or a related field, or relevant work experience

Salary/Compensations

$150,000 - $180,000

Benefits

Medical
Vision
Dental
401K
Flexible spending

About the Company

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.
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.

Equal Opportunity

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