Associate Business Development Manager

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

The Associate Business Development Manager - Sophos & Proofpoint serves as the primary subject-matter expert for assigned technology partners, driving partner-led growth initiatives across the sales organization. This role collaborates closely with Field Account Executives, partner representatives, and customers to identify business opportunities, support sales engagements, execute partner programs, and increase adoption of strategic partner solutions. The Associate BDM manages partner sales pipelines, facilitates deal registration programs, delivers training and enablement, and maintains strong relationships with internal stakeholders and external partners. The ideal candidate thrives in a collaborative, team-based selling environment and stays current on industry trends, partner offerings, and certification requirements.

Role Description

• Serve as the primary subject-matter expert for assigned partner products, programs, incentives, and go-to-market strategies.

• Collaborate with Field Account Executives on account planning and partner-led sales opportunities.

• Identify and develop new business opportunities through partner-focused sales initiatives and campaigns.

• Train and enable sales teams on partner solutions, programs, and customer value propositions.

• Conduct meetings with sales teams, partner representatives, and customers to position partner solutions and drive revenue growth.

• Manage and maintain a sales pipeline utilizing CRM and sales management platforms.

• Process and manage Partner Deal Registrations, strategic pricing programs, and partner incentives.

• Monitor CRM submissions and coordinate with partners to ensure timely registration, approval, and tracking of opportunities.

• Build and maintain strategic relationships with partner organizations, customers, and internal stakeholders.

• Create and maintain training materials, presentations, internal documentation, and partner-facing resources.

• Execute partner campaigns and growth initiatives in alignment with sales objectives.

• Work closely with pre-sales, post-sales, and support teams to ensure successful customer outcomes.

• Stay informed on industry trends, emerging technologies, partner offerings, certifications, and competitive positioning.

• Travel as needed to support customer meetings, partner events, and business development activities.

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Behaviors and Competencies

• Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.

• Time Management: Can generally use time effectively and is working towards improving task prioritization and deadline management.

• Self-Development: Can set personal development goals and take steps to achieve them.

• Strategic Thinking: Can contribute to the development of strategic plans and initiatives.

• Decision-Making: Can evaluate options, consider potential outcomes, and make well-informed decisions that reflect an understanding of the impact.

• Professionalism: Can identify opportunities for improvement, propose solutions, and take action to enhance professional conduct without explicit instructions.

• Interpersonal Skills: Can communicate effectively, build relationships, and resolve conflicts with others in moderate situations.

• Self-Motivation: Can identify personal or professional growth opportunities, propose self-improvement strategies, and take action without explicit instructions.

• Performance Management: Can set personal and team performance goals, track progress, and make adjustments as needed.

• Business Development: Can identify potential business opportunities, propose strategies for growth, and take action without explicit instructions.

Skill Level Requirements ​

• Ability to cultivate and maintain strategic relationships with partners, customers, and internal stakeholders – Basic

• Proficiency utilizing CRM and sales management platforms to manage pipelines, opportunities, and deal registrations – Basic

• Ability to identify, develop, and support business growth opportunities through partner-led sales motions – Basic

• Knowledge of business development principles, account planning, and partner engagement strategies – Basic

• Ability to create and deliver presentations, sales enablement content, and training materials – Basic

• Proficiency with Microsoft Office applications including Excel, PowerPoint, Outlook, and Word – Basic

Other Requirements

• Completed Bachelor’s Degree or relevant work experience required

• 1-3 years of experience in partner management, business development, sales support, channel sales, or a related role.

• Willingness to obtain and maintain partner certifications during employment.

• Ability to travel up to 10%.

Preferred:

• Experience utilizing CRM, sales management platforms, SHI AX, and Microsoft Office applications to support pipeline management, partner programs, reporting, and business development activities.

The estimated annual pay range for this position is $40,000 - $85,000 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