Field Alliances Manager - Security - California

Job Summary SHI is launching a new, regionally embedded channel role to bridge the gap between national partner strategy and regional execution. The Field Alliances Manager will serve as the primary in-market advocate for SHI with core OEM partners, and as the voice of the region back to SHI’s leadership. This role goes beyond traditional partner management and marketing, focusing on real-time advocacy, partnership health, and actionable regional insights. Candidates must reside in the West/California U.S. region and be able to travel within their assigned territory for customer and partner engagements. Role Description Own Strategic Regional Relationships: Build and maintain deep relationships with core OEM partners (e.g., Proofpoint, Palo Alto, Rubrik, CrowdStrike, VMware) within your assigned region. Act as Local Escalation Point: Serve as the go-to resource for both SHI and partner field teams when issues or opportunities arise. Advance Deal Flow & Partner Advocacy: Support the local sales pipeline, ensure partner advocacy, and drive measurable business impact. Represent SHI at Partner Events: Maintain a consistent, intentional local presence at key OEM and partner events to influence outcomes and build SHI’s regional brand. Deliver Regional Insights: Map local relationships, identify gaps, and provide transparent feedback to inform where SHI should invest or intervene. Communicate SHI’s Regional Value: Articulate the full scope of SHI’s business in the region, including commercial, enterprise, and global sellers - not just individual books of business. Support Leadership Decisions: Inform leadership on where relationships are strong/weak, which partners are truly strategic at the regional level, and where new opportunities exist. Behaviors and Competencies Strategic Thinking: Can analyze situations and can lead the development and execution of strategic initiatives. Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion. Collaboration: Can proactively seek out diverse perspectives, facilitate open communication among team members, and drive toward consensus and action. Analytical Thinking: Can synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably. Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines. Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods. Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others. Presentation: Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium. Skill Level Requirements The ability to effectively utilize software and platforms that are commonly used in the industry to analyze market trends, forecast sales, and drive business growth. - Intermediate Ability to identify, create, develop, and manage high-impact sales opportunities and lead a team to achieve and exceed sales targets - Intermediate Ability to effectively work and collaborate within a matrix management structure, coordinating across multiple reporting lines and teams to achieve organizational objectives. - Intermediate Other Requirements Completed Bachelor’s Degree preferred 3-5 years of experience in outside sales Ability to travel to SHI, Partner, and Customer Events Preferred Requirements Sales-oriented, with experience as an Account Executive or similar field role. Exceptional communicator, able to influence without direct authority. Deep understanding of partner and OEM dynamics. Credible with both OEM field teams and SHI internal sales leadership. Skilled at “telling the story” and representing the region’s voice. Comfortable thriving in a high-visibility, high-impact role. The estimated annual pay range for this position is $150,000 - $300,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending. Equal Employment Opportunity – M/F/Disability/Protected Veteran Status #J-18808-Ljbffr SHI