Job SummaryAs the Principal Partner Marketing Manager - Hyperscalers, you will drive and execute the partner marketing strategy for SHI's cloud partner ecosystem, with a primary focus on Amazon Web Services (AWS) and Google Cloud Platform (GCP). This individual contributor role reports to the Senior Director of Hyperscaler Marketing and works closely with Partner Management, Sales, Solutions, Product, and Marketing teams to develop and lead joint go-to-market strategies, campaigns, content, and events that accelerate growth.
In this role, you will build strong partner relationships and deliver integrated co-marketing programs that increase awareness, drive demand, and deepen partner engagement, helping shape SHI's presence across cloud and enterprise ecosystems.
Role Description- Develop fully integrated annual marketing plans that support whitespace opportunities and installed-base revenue growth across an assigned partner portfolio.
- Collaborate with Partner Management to develop full-funnel campaign strategies that drive awareness, engagement, and conversion.
- Define and execute partner marketing campaigns aligned to SHI and partner priorities, ensuring clear and differentiated joint value propositions.
- Partner with internal content and campaign teams to execute and optimize multi-touch partner marketing campaigns.
- Develop and lead strategies for partner funding investments, including Marketing Development Funds (MDF), ensuring investments are effectively allocated to support partner priorities, optimize campaign execution, and maximize performance and return on investment (ROI).
- Continuously optimize campaigns using data, automation, and AI-driven insights.
- Provide marketing updates and performance reporting during partner business reviews, including Monthly Business Reviews (MBRs) and Quarterly Business Reviews (QBRs).
- Build and sustain trusted relationships with internal stakeholders and strategic cloud partners, including AWS and GCP, to drive alignment, investment, and joint success.
- Translate complex partner strategies and priorities into compelling stories and presentations tailored to executive and cross-functional audiences.
- Drive alignment across Partner Management, Sales, Product, and Marketing teams to deliver unified go-to-market execution.
- Champion customer and partner insights to shape marketing strategies, identify opportunities, address gaps, and enhance engagement.
- Analyze marketing performance, synthesize complex data sets, and develop actionable recommendations that drive measurable pipeline growth, engagement, and business impact.
- Develop innovative marketing programs, campaign ideas, and partner activations that differentiate SHI in the marketplace.
- Adapt strategies and programs in response to market changes, partner priorities, and performance insights while maintaining execution excellence.
- Establish, monitor, and optimize success metrics and key performance indicators (KPIs) through a test-and-learn methodology to improve campaign and program performance.
Behaviors and Competencies- Strategic Perspective - Aligns work with long-term organizational priorities and outcomes
- Results Orientation - Focuses on delivering measurable, sustainable value
- Stakeholder Partnership - Builds trust and credibility across diverse groups
- Collaboration - Works effectively across teams, functions, and levels
- Adaptability - Responds constructively to change and evolving business needs
- Professional Accountability - Demonstrates integrity, ownership, and sound judgment
Skill Level Requirements- Strategic partner marketing and go-to-market planning skills.
- Relationship-building and stakeholder management capabilities.
- Strategic communication and presentation skills.
- Cross-functional leadership and collaboration skills.
- Customer- and partner-centric thinking.
- Advanced analytical, data interpretation, and strategic thinking abilities.
- Data-driven decision-making skills.
- Creative problem-solving and innovation capabilities.
- Marketing campaign planning, execution, and optimization expertise.
- Ability to leverage marketing automation and AI-driven insights.
- Advanced project management and organizational skills.
- Ability to manage multiple priorities and deadlines in a fast-paced environment.
- Strong storytelling and business communication abilities.
- Results-oriented mindset with a focus on measurable business outcomes.
- Understanding of partner ecosystem motions, including referral, resell, and co-sell models.
Other Requirements- Bachelor's degree in business, management, technology, communications, finance, or a related field, or equivalent professional experience
- 8+ years of experience in B2B marketing.
- Proven experience in cloud, technology, or enterprise ecosystem partnerships.
- Demonstrated success leading the development and launch of go-to-market (GTM) initiatives with hyperscalers such as AWS, Google Cloud Platform (GCP), and/or Microsoft Azure.
- Proven ability to develop and execute co-marketing strategies and programs that drive measurable pipeline growth and partner engagement.
- Advanced analytical and data-driven experience with the ability to leverage insights to inform decisions, identify trends, and optimize performance.
- Strong proficiency in Microsoft Excel and PowerPoint with the ability to transform complex data and strategies into clear, compelling narratives.
- Advanced project management and organizational experience with the ability to manage competing priorities, meet deadlines, and drive execution.
- Deep understanding of partner business models and motions, including referral, resell, and co-sell.
The estimated annual pay range for this position is $150,000 - $180,000 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.
