Sr. Partner Sales Executive

SHI International Corp.

4d•$150,000 - $180,000

About The Position

We are seeking a proactive and tactical Sr. Partner Sales Executive to join our Spend Optimization Services (SOS) Select Vendor Program team at SHI. In this role, you will be responsible for building and nurturing strong relationships with our Select Vendors, aligning strategic goals, and driving mutual success. The ideal candidate will have excellent communication skills, a strong understanding of FinOps and IT Asset Management (ITAM), and the ability to work collaboratively with internal and external stakeholders.

Requirements

Ability to establish and manage partner business development plans.
Working cross functionally with Sales and Services teams to build sales plays and methodologies that provide value to partner and customer.
Deep knowledge of Software & Hyperscale business models, including SaaS, Perpetual Licensing, Reserved Instances, and Commitment-based discounts.
Familiarity with Inform → Optimize → Operate phases (cost visibility, rate optimization, anomaly detection).
Negotiate enterprise agreements, volume commitments, and discount programs.
Experience with FinOps & ITAM platforms (Apptio Cloudability, CloudHealth, Spot.io, Flexera, Zylo) and integration with billing systems.
Ability to leverage automation
Target customer Identification, Account Mapping and Planning.
Field sales and marketing Planning.
Sales Methodology and Pipeline management.
Can take ownership of complex strategic initiatives, coordinate cross-functional teams, and ensure successful implementation and outcome.
Can use advanced analytical techniques to solve complex problems, draw insights, and communicate the solutions effectively.
Can take ownership of complex team initiatives, collaborate with diverse groups, and drive results through effective relationship management.
Can analyze complex situations, anticipate future trends, and align and integrate strategies across departments or functions.
Can take ownership of complex personal or professional initiatives, collaborate with others when necessary, and drive results through self-motivation.
Can demonstrate a high level of technical expertise in a specified area and can serve as a resource for others.
Can lead others through change, help teams adapt to new directions, and create a culture open to change.
Can develop and execute business plans to drive growth and profitability.
Can take ownership of significant business initiatives, collaborate with various stakeholders, and drive business results.
Can integrate and synthesize information from various sources to inform strategic decision-making and problem-solving.
The ability to provide expert guidance, effectively lead teams, organize tasks efficiently, and interact harmoniously with others to achieve organizational goals.
The capacity to work independently, contribute effectively in team settings, and engage successfully with individuals at all organizational levels.
The capability to distinguish between short- and long-term objectives, as well as individual partner and employee goals, to collaboratively work towards a unified organizational vision.
The proficiency in delivering presentations, and communicating effectively both verbally and in writing, enabling comfortable and professional interactions with diverse internal and external leadership contacts.
The ability to actively listen and present ideas clearly and concisely to both technical and non-technical audiences.
The expertise in using Microsoft Outlook, Word, Excel, PowerPoint, and various business systems such as AX, SalesCenter, CRM, and PBI.
The ability to consistently research and proactively identify changes and trends within the software industry.
The capability to establish and maintain relationships with external partners and executive-level stakeholders.
The experience and knowledge in working with Pure Storage Global Segments.
The ability to independently manage and oversee a regional business with minimal guidance from management.
Completed Bachelor’s Degree or relevant work experience required
7+ years of experience in vendor management, alliance management, or a related field within the IT industry
Experience in the FinOps industry
Familiarity with FinOps tools and practices
Experience in the IT asset management (ITAM) industry
Familiarity with IT asset management (ITAM) tools and practices
Ability to travel to SHI, Partner, and Customer Events
Ability to travel 30%

Responsibilities

Responsible for delivering activities that drive pipeline and revenue through developing relationships with assigned partner teams & assigned Alliance Partners.
Collaboration with Solution Sellers and Account Teams within SHI to accelerate revenue production, renew existing customers, and deliver net new revenue opportunities.
Drive revenue growth by developing and managing a robust partner pipeline, accurately forecasting quarterly performance, and ensuring achievement of revenue targets through effective collaboration with sales, marketing, and alliance stakeholders.
Build and nurture strong relationships with Select Vendors, acting as the primary point of contact and fostering collaboration and trust.
Work to align the goals and objectives of both SHI and vendor alliances, ensuring they are working towards a common purpose and maximizing the benefits of the partnership.
Track the performance of the alliance, identify areas for improvement, and implement corrective actions to ensure the partnership meets its goals.
Manage contractual obligations, ensuring that both parties adhere to the terms of the agreement, and address any issues that may arise.
Facilitate communication between SHI and vendor alliances, coordinate activities, and ensure that all stakeholders are informed about the progress of the alliance.
Oversee the implementation and execution of joint business plans (JBP), coordinate training, certifications, and partner marketing efforts.