Cloud Marketplace Specialist

SHI International Corp.•Austin, TX

7d•$125,000 - $225,000•Hybrid

About The Position

The Cloud Marketplace Specialist is responsible for driving the enablement and execution of go-to-market strategies that promote SHI’s Cloud Marketplace value proposition to customers, sales teams, and internal stakeholders. This role is accountable for achieving SHI’s Cloud Marketplace revenue goals and managing the submission and execution of private offers across AWS, Google Cloud, and Microsoft marketplaces. The specialist will collaborate strategically with independent software vendors (ISVs) to identify marketplace opportunities and troubleshoot issues from initiation through completion.

Requirements

Completed Bachelor’s degree
Experience with BI and CRM tools
Experience with Corp Inside Sales/Outside Sales position or Partner Vendor support role preferred
Experience in managing programs, activities, or initiatives preferred
Experience in planning, monitoring, and reporting progress on programs preferred
Knowledge of Azure & GCP services, the Azure & GCP Marketplace value proposition, and SHI’s strategic ISV’s
Demonstrable proof of producing measurable results of influenced revenue through channel partners
Proven track record of exceeding goals
Travel to approved partner conferences and customer meetings as needed, required up to 25%

Nice To Haves

Strong sense of sales and business acumen - Basic
Excellent presentation skills - Basic
Ability to create a sense of community - Basic
Ability to proactively identify performance gaps - Basic
Ability to influence and lead in a matrix environment - Basic
A linear, logical thinking style with ability to break down and solve difficult problems - Basic
Ability to simplify and explain complex problems to stakeholders of all levels across multiple functions - Basic
Marketing skills - Basic
Self-motivated with ability to work with limited direction and oversight - Basic
Ability to explain the company’s offerings and overall values - Basic
Ability to possess a mastery of the company’s Sales Play - Basic

Responsibilities

Help define and enable go-to-market marketplace programs
Provide sales enablement and support related to Cloud Marketplaces
Identify customer segments and industry verticals to target with joint marketplace value propositions
Prioritize and expand SHI’s authorized Cloud Marketplace ISV list
Proactively manage renewals within Cloud Marketplaces
Manage complex private offer contract negotiations with ISV partners
Collaborate closely with internal and external sales teams
Partner with internal and external technical teams to support marketplace initiatives
Conduct business reviews for senior leadership, summarizing internal and external progress and key metrics
Drive cross-functional collaboration across business units and ISV partners
Ensure SHI cloud customers are positioned for success within Cloud Marketplaces
Educate stakeholders on Cloud Marketplace strategy, including the what, why, and how
Profile and identify ISVs that customers can procure through marketplace channels
Position SHI private offers for select ISVs