Sr. Partner Sales Executive

📋 Description

• • SHI International Corp. is seeking a highly motivated and strategically minded Sr. Partner Sales Executive to join our dynamic Spend Optimization Services (SOS) Select Vendor Program team. Since 1989, SHI has been at the forefront of delivering innovative IT solutions and services, growing into a $16 billion global provider relied upon by over 17,000 organizations worldwide. Our success is driven by our dedicated employees, and we foster a culture of diversity, continuous professional growth, and comprehensive benefits.
• • In this pivotal role, you will be instrumental in cultivating and strengthening relationships with our Select Vendors. Your primary objective will be to align strategic goals, drive mutual success, and ultimately accelerate pipeline and revenue generation through collaborative efforts with our internal Solution Sellers and Account Teams. You will be the key liaison, ensuring seamless collaboration to achieve revenue targets, retain existing customers, and secure net-new business opportunities.
• • A core component of your responsibility will involve developing and executing robust partner business development plans. This includes working cross-functionally with Sales and Services teams to architect and implement effective sales plays and methodologies that deliver tangible value to both our partners and our customers. Your expertise in software and cloud business models, encompassing SaaS, perpetual licensing, reserved instances, and commitment-based discounts, will be crucial in identifying and capitalizing on these opportunities.
• • You will leverage your deep understanding of IT Asset Management (ITAM) and FinOps frameworks, specifically the Inform → Optimize → Operate phases, to guide customers through cost visibility, rate optimization, and anomaly detection. This expertise will enable you to effectively position SHI's spend optimization solutions and drive significant cost savings for our clients.
• • Your proficiency in software and cloud IT procurement and contracting will be essential for negotiating enterprise agreements, volume commitments, and discount programs. Furthermore, you will be expected to demonstrate experience with key FinOps & ITAM platforms such as Apptio Cloudability, CloudHealth, Spot.io, Flexera, and Zylo, and understand their integration with billing systems. The ability to drive automation and optimization within these ecosystems will be a significant advantage.
• • Success in this role hinges on your analytical and strategic capabilities. You will be responsible for target customer identification, account mapping, and strategic planning, as well as field sales and marketing planning. Effective sales methodology and pipeline management will be critical to consistently achieving revenue attainment. This involves developing and managing a robust partner pipeline, providing accurate quarterly performance forecasts, and ensuring targets are met through proactive collaboration with sales, marketing, and alliance stakeholders.
• • Building and nurturing strong, trust-based relationships with Select Vendors will be paramount. You will serve as the primary point of contact, fostering a collaborative environment and ensuring alignment with SHI's strategic objectives. This includes actively monitoring the performance of these alliances, identifying areas for improvement, and implementing data-driven corrective actions to ensure mutual success.
• • You will be responsible for managing contractual obligations, ensuring adherence to agreement terms, and proactively addressing any issues that may arise. Facilitating clear and consistent communication between SHI and our vendor alliances, coordinating joint activities, and keeping all stakeholders informed of progress will be key to maintaining strong partnerships.
• • Furthermore, you will oversee the implementation and execution of Joint Business Plans (JBPs), coordinate essential training and certification programs, and drive impactful partner marketing efforts. Your ability to take ownership of complex strategic initiatives, coordinate cross-functional teams, and ensure successful implementation will be highly valued. You will employ advanced analytical techniques to solve complex problems, derive actionable insights, and communicate solutions effectively, demonstrating strong business acumen and critical thinking skills to drive growth and profitability.
• • This role requires a self-motivated individual who can lead through change, adapt to new directions, and foster a culture open to innovation. You will be expected to demonstrate a high level of technical expertise in your specified areas, serving as a valuable resource for colleagues. The ability to distinguish between short- and long-term objectives, align individual and team goals with the organizational vision, and present ideas clearly and concisely to diverse audiences, both technical and non-technical, is essential for success in this client-facing and partner-focused position.