Partner Marketing Manager - Strategic Software Partnerships

About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $16 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 7,000 of them. If you join our team, you’ll enjoy:

• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.

• Continuous professional growth and leadership opportunities.

• Health, wellness, and financial benefits to offer peace of mind to you and your family.

• World-class facilities and the technology you need to thrive – in our offices or yours.

Job Summary

SHI is seeking a Partner Marketing Manager – Strategic Software Partnerships to lead the development and execution of partner growth plans for ServiceNow and Adobe. This role is responsible for creating integrated annual marketing plans that align partner investments, sales priorities, solution plays, and business unit objectives to accelerate revenue growth, gross margin contribution, and strategic market expansion.

The Partner Marketing Manager will oversee Market Development Funds (MDF), alliance funding, and co-investment opportunities, ensuring investments align to business goals and deliver measurable outcomes. This individual serves as the primary marketing leader and trusted advisor to assigned partners, Alliance teams, Sales Leadership, and Business Unit stakeholders, helping integrate partner investments into SHI's broader go-to-market strategies and growth initiatives.

Role Description

Partner Marketing Strategy & Planning

• Own annual marketing plans for ServiceNow and Adobe that align with SHI revenue and gross margin growth objectives.
• Execute partner engagement activities through SHI's standardized Partner Marketing operating model, including planning, investment management, business reviews, reporting, governance, and optimization processes.
• Manage assigned partner portfolios using a prioritized investment strategy that balances revenue potential, margin contribution, partner commitments, and strategic alignment.
• Develop investment strategies that prioritize resources based on growth potential, solution alignment, market opportunity, and overall business impact.
• Ensure partner marketing plans support End User Computing (EUC) and Datacenter growth objectives.
• Guide the development of customized growth plans that align partner investments with SHI priorities.
• Develop MDF investment strategies that maximize available partner funding and align investments with approved business objectives.
• Analyze performance insights to evaluate marketing effectiveness and identify opportunities for optimization.
• Collaborate with internal stakeholders and strategic partners to maintain alignment on business objectives and growth priorities.
• Leverage AI and automation opportunities to improve productivity and marketing effectiveness.
• Serve as the primary marketing leader and trusted advisor for assigned partners.

Business Unit & Sales Alignment

• Align partner investments to SHI's strategic solution priorities.
• Partner with Sales Leadership to identify growth opportunities, whitespace accounts, and strategic initiatives.
• Ensure investments directly support business objectives and sales motions.
• Lead quarterly business reviews and executive performance discussions that communicate investment effectiveness, business impact, growth opportunities, risks, and recommended actions.
• Partner closely with Partner Managers and Alliance teams to identify and secure incremental alliance funding opportunities.
• Integrate assigned partners into SHI's strategic go-to-market themes and focus areas.

Performance Management & Accountability

• Own KPI performance for assigned partner portfolios.
• Monitor influenced pipeline, gross margin contribution, MDF utilization, return on investment (ROI), partner activation, and campaign effectiveness.
• Drive consistency in planning, execution, partner satisfaction, forecast accuracy, and business review completion.
• Promote accountability for delivering measurable business outcomes.
• Drive adoption of standardized planning frameworks, reporting methodologies, and best practices.
• Support operational excellence through process standardization, governance, and accountability.
• Communicate business performance, risks, opportunities, and recommended actions through executive-level business reviews and performance reporting.

Success in This Role

Successful candidates will demonstrate:

• Annual partner growth plans aligned with SHI strategic priorities.
• Consistent achievement of Partner Marketing OKRs and KPI targets.
• Measurable contributions to influenced pipeline and gross margin growth.
• Improved partner investment ROI.
• Increased partner activation and engagement.
• Successful integration of partner investments into EUC and Datacenter growth initiatives.
• Strong executive relationships with ServiceNow and Adobe stakeholders.
• Increased adoption of scalable digital engagement and operational processes.
• Successful execution of Partner Marketing transformation initiatives.

Behaviors and Competencies

• Strategic Thinking: Can analyze situations and can lead the development and execution of strategic initiatives.
• Detail-Oriented: Can manage complex tasks or projects, identifying errors or inconsistencies, and ensuring all details are addressed, necessary corrections are made, and quality is maintained.
• Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
• Teamwork: Can lead a team effectively, facilitating cooperation, sharing information, and ensuring that all team members are able to contribute to their full potential.
• Collaboration: Can proactively seek out diverse perspectives, facilitate open communication among team members, and drive toward consensus and action.
• Willingness to Learn: Can regularly integrate new skills and knowledge into daily work and is open to feedback and making changes accordingly.
• Self-Development: Can actively seek feedback and use it constructively for personal growth.
• Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
• Problem-Solving: Can proactively identify potential problems, initiate preventive measures, and propose and contribute to innovative solutions.
• Project and Goal Focus: Can optimize resources and efforts to ensure project goals are met efficiently.
• Results Orientation: Can set challenging goals for their team and lead them to achieve these goals, demonstrating a consistent track record of results.

Skill Level Requirements

• Advanced knowledge of partner marketing, channel marketing, alliance marketing, or B2B technology marketing.
• Proven ability to develop and execute multi-partner marketing strategies and growth plans.
• Demonstrated success driving measurable pipeline growth, revenue impact, and business outcomes.
• Strong experience managing Market Development Funds (MDF) and partner investment programs.
• Strong understanding of channel ecosystems, OEM relationships, alliance motions, and sales motions.
• Ability to collaborate effectively across Sales, Finance, Operations, Alliance, and Executive Leadership teams.
• Strong analytical and business planning capabilities, including performance measurement, ROI analysis, forecasting, and reporting.
• Ability to influence leaders and stakeholders across multiple functions.
• Experience leveraging data, analytics, and business intelligence platforms to support decision-making.
• Ability to identify and implement AI and automation opportunities to improve marketing performance and efficiency.

Other Requirements

• Completed Bachelor's Degree
• 5 to 8+ years of experience in partner marketing, channel marketing, alliance marketing, or B2B technology marketing.
  

Preferred

• Experience working within or marketing through the channel, including VARs, resellers, distributors, systems integrators (SI), or managed service providers (MSP).
• Experience supporting ServiceNow, Adobe, or similar strategic technology partners.
• Experience supporting End User Computing (EUC), Datacenter, Infrastructure, Hybrid Cloud, or AI-focused technology portfolios.
• Experience utilizing data, analytics, and business intelligence platforms to guide business decisions.
• Demonstrated ability to influence stakeholders across Sales, Finance, Operations, Alliances, and Executive Management.

The estimated annual pay range for this position is $80,000 - $110,000 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