Director - HPE Partner Management

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Job description

Job Summary:
SHI has an exciting opportunity managing SHI's growing HPE Datacenter team and business. This team is made up of Managers, Presales Solution Architects, Solution Engineers, System Engineers, BDMs, and Partner Specialists. The primary functions of the team are to drive growth within the HPE segment of our business and manage the HPE Partner Programs and relationships to drive additional revenue, GM, and rebates. This position manages the team that provides sales with assistance on their opportunities, understands and articulates HPE's technology and resources, and mentors and grows the team.

The SHI HPE team works with all aspects of HPE technologies:

Infrastructure: Intelligent Edge, Edgeline

Compute: Proliant, Apollo/Alletra 4K, Synergy, Superdome

Storage: Alletra, Nimble, 3PAR StoreServ, XP, StoreOnce, SimpliVity

Financing: HPE GreeenLake

The HPE practice is also growing our technical skills and adding new resources. We are looking for a Director who enjoys working with HPE and creating solutions for our customers in a constantly changing environment.

This position is required to report to the SHI Somerset, NJ office location as determined by SHI management.

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 $14 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 6,000 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.

Responsibilities:
Including, but not limited to:

Manage a large team by setting a strategic vision that aligns with SHI and Sales segments.

Provide coaching and career development for team members

Manage and maintain strong accountability for teams and partners

Drive revenue and profitability growth through strong execution of plans and ROI analysis

Work with HPE to establish and manage business objectives and certify completion

Understand and drive HPE AI solutions with SHI's sales organization

Assist in the development, delegation, and execution of business plans

Work to build awareness of strategic partners' programs within SHI's sales organization

Understand Juniper and Aruba networking and the solutions differentiation

Coordinate on special projects, such as leadership presentations, creation of internal sales tools and collateral

Accountability for partner budgets, spending, and ROI

Professionally represent SHI in partner and customer engagements

Track certification, authorization, and Specialist requirements to ensure SHI remains in the most competitive standing with HPE

Travel will be required

Qualifications:
Bachelor's degree or equivalent work experience, MBA preferred

Minimum 8 years in a Pre-Sales Management Role or 8 years of Sales Management role

Experience in leading and developing large teams of people

Understanding of the AI market and opportunities with HPE AI solutions

Knowledge of data center market, Aruba, and Juniper networking

Deep knowledge of driving value for Sales and Customers by utilizing CRM driven metrics

Embrace workforce culture and manage with transparency and accountability

Managed change and transformation with measurable KPIs

Required Skills:
Strong proven track record of outstanding performance and strong execution

Strong management skills

Ability to coach and mentor team members

Outstanding written and verbal communication skills

Strong, collaborative leadership skills

Ability to work independently as well as in a team environment

Proactive, driven and positive work attitude

Strong analytical and critical thinking skills

Creative thinking paired with the discipline and management skills to implement strategies and tactics to drive revenue and GM$ growth

Ability to understand the ROI (Return on Investment) of activities, including hard costs and soft costs vs the revenue and GM$ produced

Excellent follow-up skills, with a focus on task completion

Excellent organizational and time management skills

Solid Knowledge of "the SHI story", and an understanding of our internal structure

Proficiency with SHI internal systems - AX, BI, CRM, SalesCenter,

Is fluent in SHI's core values

A creative, entrepreneurial work attitude

Preferred Skills:

Strong in-person presentation style

A creative, entrepreneurial work attitude

Communications, Marketing, or Sales Experience

Experience working with any Hardware Partners

Unique Requirements:
Excellent verbal and written communication skills

Proactive and positive attitude

Excellent organizational and time management skills

Interest and ability to represent SHI to HPE and customers

Experience building and executing business plans and meeting marketing objectives

Experience managing a marketing budget

Management experience

Experience with internal tools such as AX, BI, and CRM

Knowledge of the "SHI Story"

Datacenter Certifications a plus

Existing understanding of datacenter, server, and storage technology

Additional Information:
The estimated annual pay range for this position is $120,000 - $200,000 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

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