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About the Role

SHI is seeking an Associate Director - Partner Marketing – Modern Workplace to lead a team of Partner Marketing Managers responsible for SHI's strategic End User Compute (EUC) partnerships. This role will develop and execute integrated partner growth plans to accelerate revenue growth, increase gross margin contribution, and expand strategic market opportunities.

Responsibilities

Lead, coach, and develop a team of Partner Marketing Managers supporting SHI's strategic EUC partner portfolio.
Oversee the development of annual marketing plans aligned with SHI's EUC revenue and gross margin growth targets.
Develop portfolio investment strategies that prioritize resources based on partner growth potential, solution alignment, market opportunity, and overall business impact.
Ensure partner marketing plans support business objectives while maximizing growth opportunities within the EUC 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 with SHI EUC and Modern Workplace growth objectives.
Use performance insights and analytics 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.
Collaborate 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 EUC 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

Leadership and people management skills with the ability to coach, develop, and motivate individual contributors.
Strategic planning and partner marketing expertise.
Experience developing go-to-market (GTM) strategies and growth initiatives.
Strong business acumen with the ability to align marketing investments to business outcomes.
Ability to build and manage KPI-driven operating models.
Analytical and data-driven decision-making capabilities.
Strong executive communication, presentation, and relationship-building skills.
Ability to influence and collaborate effectively across Sales, Finance, Operations, Marketing, IT, and Executive Leadership teams.
Experience managing complex partner relationships and multi-partner marketing strategies.
Knowledge of channel ecosystems, including OEM, ISV, VAR, and SI/MSP partner models.
Understanding of sales motions, channel leverage strategies, and partner-led growth models.
Experience optimizing and managing Market Development Funds (MDF).
Ability to drive process improvement, operational excellence, organizational transformation, and change management initiatives.
Experience leveraging AI, automation, analytics, and business intelligence tools to improve efficiency and marketing performance.
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

Partner Marketing
Channel Marketing
B2B Marketing
Go-to-Market Strategy
Growth Initiatives
Business Acumen
KPI Management
Data Analysis
Executive Communication
Presentation Skills
Relationship Building
Influence
Collaboration
Partner Relationship Management
Channel Ecosystems
Sales Motions
Market Development Funds (MDF)
Process Improvement
Operational Excellence
Organizational Transformation
Change Management
AI
Automation
Analytics
Business Intelligence

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 required.

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.
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