Business Development Manager

SHI International Corp.

Business Development Manager driving profitable growth in Dell Technologies product portfolio at SHI International Corp. Focusing on strategic solution selling and proactive account management to deliver value-driven solutions.

Posted 6/13/2026full-timeAustin • New Jersey, Texas • 🇺🇸 United StatesMid-LevelSenior💰 $70,000 - $110,000 per yearWebsite

About the role

Key responsibilities & impact

Act as the primary partner subject matter expert and trusted advisor to SHI account executives and customers, providing deep knowledge of the Dell Data Center portfolio.
Collaborate with SHI’s sales teams to identify and develop new partner opportunities within assigned accounts and territories.
Drive the entire partner sales cycle with Account Executives: prospecting, qualification, solution positioning, quoting, closing, and post-sale follow-up.
Conduct technical and business discovery with customers to understand IT environments, pain points, and desired outcomes; architect and recommend Dell solutions accordingly.
Lead and participate in customer-facing meetings, presentations, demonstrations, and whiteboarding sessions.
Build and maintain strong relationships with Dell partner account teams, technical resources, and ecosystem partners to co-develop go-to-market strategies and maximize revenue.
Stay current on Dell’s roadmap, partner programs, promotions, certifications, and competitive landscape.
Provide enablement, training, and mentorship to SHI sales teams to increase Dell mindshare and sales effectiveness.
Execute joint business plans with Dell and participate in Quarterly Business Reviews, pipeline reviews, and account planning sessions.
Track, manage, and report on Dell pipeline, forecast, and results using CRM and other business tools.
Support renewals, attach, upsell, and cross-sell motions, with a primary focus on net new business growth and solution expansion.
Represent SHI at Dell and industry events as needed.
Maintain Dell Data Center certifications through quarterly training goals.

Requirements

What you’ll need

Completed Bachelor’s Degree or relevant work experience required
5-7 years of experience with IT sales or channel business development role
3-5 years of experience in working with partners and the IT Channel
Experience with Dell’s Data Protection portfolio
Ability to travel to SHI, Partner, and Customer Events
Ability to travel 15%
Ability to work flexible hours.

Benefits

Comp & perks

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.
Continuous professional growth and leadership opportunities.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

IT saleschannel business developmentDell Data Center portfolioDell Data Protection portfoliosolution positioningpipeline managementCRMbusiness planningsales forecastingtechnical discovery

Soft Skills

relationship buildingcollaborationcommunicationmentorshippresentation skillsproblem-solvingadaptabilitycustomer engagementstrategic thinkingsales effectiveness

Certifications

Dell Data Center certifications