Vice President - Services Partners & Alliances

SHI International Corp.-posted 2 months ago

$375,000 - $400,000/Yr

Full-time • Executive

5,001-10,000 employees

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SHI is seeking an executive visionary to serve as VP of Services Partners & Alliances, responsible for architecting and leading a comprehensive services partner ecosystem. This role focuses on strategic alliance development, executive-level relationship management, sub-contracting partner ecosystem management and driving measurable revenue growth through innovative partner programs. The ideal candidate brings extensive executive experience in IT services and partner program development/implementation with a proven ability to build high-impact visions achieved via aggressive KPIs for revenue, gross margin, and partner performance.

Craft and champion the long-term vision for SHI’s services partner ecosystem, aligning it with overarching corporate objectives to accelerate market leadership in cloud, networking, security, and modern workspace with a portfolio of managed and professional services.
Design and implement a robust services partner program framework, including tiered partnership models, onboarding processes, and enablement strategies to foster mutual growth and innovation.
Identify, evaluate, and onboard strategic partners that enhance SHI’s competitive edge, with a focus on complementary capabilities that drive joint solution innovation and market expansion.
Forge and nurture C-level relationships with key partners, positioning SHI as a preferred collaborator for high-value service initiatives.
Act as the executive sponsor for strategic alliances, facilitating board-level discussions and negotiations to unlock new revenue streams and collaborative opportunities.
Provide influence through SHI’s organization including GTM business units, product partner teams, solutions engineering teams and executive leadership.
Lead team of alliance managers through execution of strategy including prioritization of scarce internal and external resources.
Partner with executive leadership in sales, marketing, and operations to co-create integrated go-to-market strategies that embed partner services into SHI’s core offerings.
Lead the development of joint value propositions, marketing campaigns, and sales enablement tools to accelerate pipeline growth and deal velocity through partner channels.
Define and track executive-level KPIs, including services partner revenue contribution, gross margin expansion, partner acquisition rates, and program ROI.
Establish clear measures of success for the partner program, such as year-over-year revenue growth targets (e.g., 20-30% increase), gross margin improvements (e.g., 15% uplift), customer satisfaction scores (e.g., NPS > 80), and partner performance benchmarks (e.g., deal win rates > 50%).
Utilize data analytics and dashboards to monitor alliance health, conduct quarterly business reviews, and implement corrective actions to ensure alignment with financial and operational goals.
Drive initiatives to grow services partner revenue and gross margins through optimized pricing models, incentive structures, and co-selling programs.
Lead cross-functional efforts to identify upsell/cross-sell opportunities within the partner ecosystem, targeting multimillion-dollar revenue increments and margin enhancements.
Collaborate with C-suite stakeholders across sales, practice areas, operations, legal, and finance to align alliance strategies with enterprise goals.
Spearhead executive teams in building and executing joint service pipelines, ensuring scalable delivery models that support sustained revenue growth.
Develop executive strategies for service delivery that prioritize customer value, innovation, and scalable growth.
Mentor and lead senior services teams, instilling a culture of strategic excellence, accountability, and high-performance collaboration.
Oversee strategic resource planning and budgeting at the executive level, optimizing investments to maximize ROI on partner initiatives.
Leverage advanced analytics to evaluate program performance, driving data-informed decisions that align with SHI’s strategic imperatives.
Integrate partner services into enterprise-wide processes, enhancing overall efficiency and competitive differentiation.
Cultivate executive networks with clients, partners, and industry leaders to advance SHI’s market position.
Ensure governance and compliance in partner engagements, mitigating risks while upholding SHI’s standards.
Champion innovative practices in partner program design, incorporating emerging technologies to boost efficiency and outcomes.
Deliver executive reports and insights to the board and senior leadership on alliance performance, revenue impacts, and strategic recommendations.

Completed Bachelor's Degree in Business, Information Technology, or a related field, or equivalent executive experience required.
Master's Degree in Business Administration or equivalent preferred.
10+ years of experience in Sales, Information Technology, or a relevant executive area.
7+ years in senior management or VP-level positions required.
15+ years of experience in Strategic Alliances, Partner Management, or Business Development in the IT Industry.
Demonstrated success in scaling partner programs that deliver multimillion-dollar revenue growth and margin improvements.
Executive-level understanding of cloud, cybersecurity, managed services, and professional services ecosystems.
Superior executive communication, negotiation, and relationship-building capabilities.
Willingness to travel for SHI, partner, and customer executive events.
Ability to travel up to 40%.

Medical
Vision
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401K
Flexible spending

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