Director - Field Alliances

SHI International•Austin, TX

1d•$250,000 - $350,000

About The Position

As SHI launches its new regionally embedded Field Alliance Manager team, we are seeking an experienced and visionary Director - Field Alliances to lead, mentor, and scale this organization. The Field Alliances Director will be responsible for the strategy, execution, and performance of the Field Alliance Managers, ensuring SHI delivers consistent, high-impact partner advocacy and local market execution across all regions. This is a high-visibility role, critical to SHI’s evolving go-to-market strategy and partner engagement model.

Requirements

Completed Bachelor's Degree in Business or a related field, or relevant work experience required
8+ years of experience in channel sales, alliances, or partner management, including field leadership roles.
Deep understanding of OEM/channel partner dynamics, with credibility at both the executive and field level.
Proven track record in building and leading high-performing, geographically distributed teams.
Exceptional communicator and influencer, skilled at navigating matrixed organizations and complex relationships.
Strategic thinker with strong analytical skills; able to turn insights into actionable plans.
Comfortable with ambiguity and change; thrives in a growth-focused, entrepreneurial environment.
Experience setting and managing to performance metrics and regional targets
Ability to travel to SHI, Partner, and Customer Events
Ability to travel 25%
Understanding of IT industry trends and dynamics, ensuring continuous learning and staying ahead of market shifts – Expert
Ability to cultivate and maintain effective relationships with business partners, ensuring collaborative success and strategic alignment – Expert
Expertise in managing partner accounts, ensuring satisfaction and alignment with business objectives – Expert
Ability to build and maintain relationships with key stakeholders, including clients, partners, and board members, which is essential for fostering collaboration and ensuring organizational alignment – Expert
Skilled in strategic planning and implementation, aligning with the responsibility of developing and implementing strategic plans to achieve organizational goals – Expert

Responsibilities

Build and Lead the Field Alliance Team: Hire, develop, and manage a high-performing team of Field Alliance Managers across six US sales regions.
Develop Regional Channel Strategy: Define and execute a cohesive strategy for local partner engagement, advocacy, and operational excellence, ensuring alignment with SHI’s national objectives.
Drive Partner Relationship Excellence: Oversee the cultivation and maintenance of deep, strategic relationships with core OEM partners at the regional level (e.g., Dell, Palo Alto, Fortinet, CrowdStrike, VMware).
Escalation and Issue Resolution: Serve as the highest escalation point for complex regional partner issues, driving solutions and best practices.
Performance Management: Set clear objectives and accountability for Field Alliance Managers, utilizing regional metrics, partner impact, and business growth as key measures of success.
Event and Presence Leadership: Ensure intentional, consistent SHI representation at high-value local partner events, elevating SHI’s profile and influence.
Insight and Reporting: Aggregate and synthesize regional insights for executive leadership, identifying strategic investment areas, potential risks, and new business opportunities.
Cross-Functional Collaboration: Act as a bridge between field teams, national partner management, and SHI corporate leadership to ensure initiatives are regionally relevant and well-executed.
Continuous Improvement: Identify opportunities to evolve the Field Alliance function, enhance operational processes, and drive measurable outcomes