Job Summary

SHI is seeking an experienced partner go-to-market (GTM) leader to serve as a Sr. Partner Strategy Manager - Datacenter. This role is responsible for defining and developing partner marketing strategy for SHI's Datacenter business, translating datacenter solution priorities into measurable partner marketing plans, growth plays, and strategic initiatives aligned with SHI sellers, datacenter specialists, and solution leaders.

As the strategic connector across datacenter sales, solution leadership, partner management, and marketing, this individual drives alignment through annual planning, quarterly business reviews (QBRs), executive reviews, and joint partner strategy development with key datacenter ecosystem partners.

This role ensures partner investments and activities are:

• Focused on priority partners and growth plays, including both new logo acquisition and install base growth
• Aligned to business objectives and sales motions
• Governed by clear success criteria and measurable business outcomes

Role Description

Solution Partner Strategy

• Develop partner marketing strategies that support SHI's datacenter growth priorities, managed datacenter services, and datacenter consulting initiatives.
• Align partner investments with key datacenter solution areas, including:
  
  • Datacenter and network modernization
  • AI-ready infrastructure
  • Hybrid cloud workload optimization
  • Data management and governance
• Collaborate with datacenter solution leaders to translate market trends, threat landscapes, and emerging technologies into scalable partner marketing growth plays.
• Support partner-led demand generation efforts focused on datacenter pipeline creation, services attachment, assessments, workshops, and executive-level datacenter engagements.
• Drive integrated GTM alignment between datacenter OEMs, SHI datacenter leadership, datacenter sales specialists, and field sellers.

Partner Portfolio & Investment Strategy

• Identify and prioritize strategic datacenter partners aligned with SHI's datacenter growth objectives.
• Leverage relationships with assigned partners to validate priorities, identify MDF and co-investment opportunities, and inform strategic investment decisions.
• Define investment focus areas and establish strategic success criteria for partner marketing investments.
• Develop documented processes and governance models that guide investment decisions at a strategic level.

Cross-Functional Leadership

• Serve as the primary partner marketing contact for SHI's Datacenter Solution Pillar leadership team.
• Build and maintain strong relationships with strategic partners to align priorities, influence joint business plans, and resolve escalations.
• Establish joint objectives and quarterly priorities with sales, solution leadership, and alliance/partner management teams.

Operating Model Alignment

• Coordinate execution through established centralized marketing teams and programs.
• Ensure partner activities align with approved strategies and investment objectives.
• Provide strategic direction and input during planning sessions, business reviews, and partner discussions.

Scope of Responsibility

This position is responsible for pillar-level partner go-to-market strategy, detailed market planning, budgeting, and organizational alignment. Responsibilities do not include campaign execution, program delivery, MDF administration, or day-to-day marketing operations.

Success in This Role

• Increased datacenter pipeline influence and sourced opportunities
• Increased datacenter services attachment and assessment engagement
• Strong alignment between partner investments and business priorities
• Measurable contribution to datacenter practice growth objectives
• Improved executive engagement with strategic datacenter partners
• Adoption of repeatable datacenter growth plays across sellers and solution leaders

Behaviors and Competencies

• Analytical Thinking: Can synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably.
• Business Acumen: Can evaluate market trends and competitive landscape to identify opportunities and risks.
• Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
• Creativity: Can generate innovative ideas that significantly impact processes, products, or services.
• Customer-Centric Mindset: Can proactively engage with customers to understand their needs and expectations. Develops and implements strategies to enhance customer satisfaction and loyalty.
• Decision-Making: Can analyze complex information, predict long-term consequences, and make decisions that align with strategic goals.
• Project and Goal Focus: Can optimize resources and efforts to ensure project goals are met efficiently.
• Strategic Thinking: Can analyze situations and can lead the development and execution of strategic initiatives.
• Collaboration: Can proactively seek out diverse perspectives, facilitate open communication among team members, and drive toward consensus and action.
• Follow-Up: Can proactively identify tasks that require follow-up, initiate necessary actions, and contribute to efficient workflow management.

Skill Level Requirements

• Expertise in partner marketing, alliance marketing, and go-to-market strategy development
• Strong understanding of datacenter technologies, solutions, and market trends
• Ability to translate complex technologies, frameworks, and solution outcomes into compelling customer and partner value propositions
• Strong relationship-building and stakeholder management skills
• Advanced strategic planning, investment prioritization, and business alignment capabilities
• Strong knowledge of B2B sales motions, pipeline creation strategies, and services attachment models
• Ability to design growth plays and translate business priorities into actionable plans and briefs
• Experience establishing success criteria, KPI frameworks, and performance measurement strategies
• Ability to analyze performance insights and make strategic investment recommendations
• Strong collaboration skills with the ability to influence cross-functional teams without direct authority
• Knowledge of MDF/co-op programs, partner program guidelines, and compliance considerations
• Executive-level communication, presentation, and influencing skills
• Ability to work effectively in a highly matrixed environment

Other Requirements

• Completed Bachelor's degree or relevant work experience required
• 3-5 years of product and solutions marketing experience in the technology industry
• Experience with one or more of the following Software Solutions & Services domains: IT & Software Asset Management, FinOps, IT Lifecycle Services, Software Advisory Services, Software Renewals and Long-tail Vendor Management
• Experience in content creation and collaboration with creative design teams
• Position may require up to 25% travel

Preferred

• Experience working within or marketing through the channel, including VARs, resellers, distributors, systems integrators, managed service providers, and OEM/ISV ecosystem partners.
• Experience operating within partner program requirements, including co-marketing rules of engagement, brand approval processes, claims management, and compliance requirements.
• Experience partnering closely with Marketing Operations and Revenue Operations teams on attribution, reporting, analytics, and dashboarding.
• Proven track record of building a new function, governance model, operating framework, or strategic program from inception through adoption.

The estimated annual pay range for this position is $110,000 - $150,000 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.