SHI International Corp.

Manager

• Build and maintain deep relationships with core OEM partners (e.g., Dell, Palo Alto, Fortinet, CrowdStrike, VMware) within your assigned region.
• Serve as the go-to resource for both SHI and partner field teams when issues or opportunities arise.
• Support the local sales pipeline, ensure partner advocacy, and drive measurable business impact.
• Maintain a consistent, intentional local presence at key OEM and partner events to influence outcomes and build SHI’s regional brand.
• Map local relationships, identify gaps, and provide transparent feedback to inform where SHI should invest or intervene.
• Articulate the full scope of SHI’s business in the region, including commercial, enterprise, and global sellers - not just individual books of business.
• Inform leadership on where relationships are strong/weak, which partners are truly strategic at the regional level, and where new opportunities exist.

Field Alliances Manager

Account Manager

• Support SHI’s sales leadership, account executives, and technical teams in selling go-to-market solutions through collaborative efforts.
• Facilitate strategic planning meetings and training between sales leaders, account executives, and technical teams.
• Operate effectively within a matrix environment to support various SHI field organizations with differing engagement models.
• Drive partner growth and ensure achievement of gross margin targets within a dedicated business unit or identified OEMs.
• Establish and develop strong relationships between SHI and its partners, acting as an ambassador of SHI’s value.
• Align SHI account executive activities with partner goals and lead joint account alignment sessions.
• Handle partnership conflicts escalated by SHI sales leadership and in-field partner management.
• Deliver partner training and sales enablement initiatives to equip sales and engineering teams with necessary knowledge.
• Promote the "better together" messaging to create service opportunities and educate teams on partner product promotions.
• Support select customer-facing activities and communicate SHI's value proposition to partner teams.

Partner Manager – Data Center

Product Manager

• Support the intake process by documenting business requests, clarifying initial needs, and organizing discovery materials.
• Assist Product Managers with stakeholder interviews, meeting notes, follow-ups, and synthesis of business pain points, outcomes, and scope boundaries.
• Help define and maintain business problem statements, desired outcomes, assumptions, dependencies, and open questions.
• Support demand package preparation to ensure Program Management, Architecture, Solution teams, and delivery partners receive clear and complete information.
• Maintain backlog and intake quality by ensuring requests are understandable, appropriately categorized, and ready for review.
• Coordinate with cross-functional stakeholders to collect inputs, validate documentation, and track follow-up items from discovery sessions.
• Support prioritization conversations by preparing data, summaries, and materials that clarify business value, urgency, risk, and readiness.
• Document success metrics, value hypotheses, and benefit tracking inputs under the guidance of Product Managers.
• Help identify issues, assumptions, and dependencies that may affect discovery readiness or handoff quality.
• Contribute to continuous improvement of templates, intake artifacts, and discovery processes within the Transformation Office.

Associate Product Manager

• Lead discovery for large-scale, high-visibility transformation initiatives with significant cross-functional complexity and executive visibility.
• Define the business problem, strategic intent, scope boundaries, outcomes, value measures, assumptions, dependencies, and prioritization rationale.
• Drive stakeholder alignment across business, IT, Finance, Transformation Office, Architecture, Solution, Program Management, and delivery teams.
• Evaluate and qualify complex transformation demand for strategic alignment, business value, readiness, risk, dependencies, and organizational impact.
• Create and oversee high-quality demand packages that enable a clean handoff into technical assessment, program planning, governance, and delivery execution.
• Partner with Architecture and Solution teams to ensure business context is clear for ROM (Rough Order of Magnitude) and technical solutioning.
• Lead trade-off discussions across value, risk, feasibility inputs, sequencing, capacity, and strategic alignment.
• Develop executive-ready narratives, recommendations, and decision materials for prioritization and governance forums.
• Mentor Product Managers and Associate Product Managers on discovery standards, stakeholder facilitation, demand package quality, and value definition.
• Monitor value realization inputs and ensure assigned initiatives remain connected to measurable business outcomes.
• Identify opportunities to improve intake, discovery, prioritization, and handoff processes and contribute to the maturation of the Transformation Office product management model.
• Support change readiness and adoption by clarifying business impacts, stakeholder needs, and success criteria for complex transformation efforts.

Senior Product Manager

• The Product Manager is responsible for developing and executing product strategies and roadmaps that align with SHI's vision and business goals
• Collaborating with cross-functional teams to ensure successful delivery and customer satisfaction
• Conducting market research and gathering product requirements
• Leading beta programs, monitoring product performance, and supporting go-to-market strategies
• Staying informed of industry trends and providing training and demonstrations for product capabilities

Account Executive

• Identify, engage, and grow partnerships with assigned Pharmaceutical accounts.
• Develop and execute account plans aligned with SHI’s global sales strategy and objectives.
• Build and manage a robust pipeline of opportunities through proactive outreach, networking, and collaboration.
• Establish trusted advisor relationships with senior stakeholders within accounts.
• Promote SHI’s full portfolio of IT infrastructure, cloud, cybersecurity, and services offerings.

Global Account Executive

• Master SHI’s value proposition to consistently exceed revenue and profit goals.
• Develop penetrating sales strategies and pricing proposals.
• Cultivate relationships with existing customers and establish new ones through targeted sales techniques.
• Identify and create opportunities in the sales pipeline to achieve sales targets.
• Collaborate with sales management to manage sales opportunities.
• Build proactive partnerships with internal SHI support teams and external industry partners.
• Understand customer’s business objectives and provide tailored solutions.
• Foster successful cross-department relationships for identifying new business opportunities.

Account Executive, PubSec

Security Engineer

• Go-to-Market Leadership: Translate executive business goals (pipeline, growth, churn reduction) into performance-focused GTM plans
• Develop marketing strategies that address both business decision makers and technical audiences, including analysts, architects, CIOs, CTOs and CISOs
• Partner with Product Management to understand product strategy and roadmaps, distill key differentiation and value into core product positioning and messaging
• Partner closely with sales and enablement teams to articulate features, benefits, and competitive differentiators, which includes building robust playbooks, providing actionable competitive intelligence, and creating impactful enablement programs
• Roadmap our product and services priorities across launches, new releases, content, campaigns, events, and sales enablement
• Positioning and Messaging: Create differentiated security and data center messaging for both sales and customers that conveys how technology drives organization value
• Differentiate SHI in the market by emphasizing unique value propositions and business outcomes align this with the voice of the customer
• Conduct market, competitive, and customer research to keep a pulse on the landscape and help different teams (e.g. Product, GTM) act on emerging trends, market shifts, industry news/events, competitive threats, and unmet customer needs
• Own win/loss analysis, translating insights into actionable recommendations
• Act as the voice of the customer to inform product development, solution packaging and marketing strategies
• Develop, along with sales enablement, succinct and effective sales training materials (training, FAQs, etc.), making it easy for non-technical sales to understand our complete portfolio of security or data center offerings
• Craft high-impact enablement assets: messaging frameworks, case studies, ROI stories, demo flows, and battlecards
• Support advocacy programs with case studies and customer success stories
• Help achieve demand generation goals by creating and executing campaigns that will drive leads, MQLs, and pipeline
• Develop a wide range of compelling content that resonates with the IT and procurement buyers and guides them through the purchase journey
• Support security and data center thought leadership programs by creating white papers, research studies, reports, etc
• Build strong relationships with analysts and influencers to enhance SHI’s security and data center positions in the market
• Define and track key performance indicators (KPIs) to measure the success of marketing initiatives and continuously optimize strategies based on data and feedback
• Provide updates to senior leadership on key strategic initiatives and plans

Senior Solutions Marketing Manager – Security

Content Marketing Manager

• The Content Operations & Governance Manager is responsible for bringing structure, consistency, and scalability to the content marketing ecosystem.
• Define and maintain governance standards, review processes, and lifecycle requirements for solutions pillar and partner content.
• Lead ongoing content audits to assess relevance, performance, accuracy, and alignment with go-to-market priorities.
• Provide program and project management support for cross-functional initiatives.

Content Operations – Governance Manager

Solutions Engineer

• Own a territory, vertical, or named account list and achieve quota through consultative selling of FinOps solutions.
• Design tailored solutions that help customers achieve cloud, AI, and SaaS value realization, financial accountability, and innovation goals.
• Collaborate with internal teams to educate and enable SHI’s broader sales community and delivery teams on FinOps principles and practices.
• Support marketing events, webinars, and industry forums to promote SHI’s thought leadership in FinOps.
• Lead customer discovery sessions to identify pain points, transformation goals, and solution needs related to cloud, AI, and SaaS financial management.
• Close deals that drive customer success and position SHI as a strategic FinOps partner.

FinOps Solutions Architect

Director

• Develop business in existing customers and win new clients to achieve sales targets as set by the business.
• Exceed profit and revenue targets.
• Maintain an accurate CRM to forecast and manage the business.
• Produce detailed account plans for customers in your portfolio.
• Work with the Alliances team and existing contacts to develop strong relationships with key partners and vendors.
• Drive attendance to customer technology days, events, and networking activities to strengthen relationships, credibility, and trust.
• Develop and maintain strong, long-lasting Strategic and Trusted Advisor relationships with key IT and Business Executives within assigned accounts.
• Identify, create, develop, and manage opportunities in the sales pipeline and sales management platform to achieve quarterly and annual sales targets and goals.
• Position and effectively communicate SHI’s portfolio of products, solutions, services, and capabilities across various domains, mapping them to customer business objectives and initiatives.
• Collaborate with pre and post-sales internal support teams.

PubSec Client Director

Research Scientist

• Conduct qualitative and quantitative research, including market analysis, competitive benchmarking, and internal data evaluation to support business strategies
• Gather, organize, and analyze data from multiple sources, synthesizing findings into clear, actionable insights
• Assist in planning and coordinating research initiatives, including timelines, deliverables, and stakeholder collaboration
• Prepare reports, presentations, and summaries that communicate key insights and support strategic decision-making
• Maintain accurate and organized research documentation, including data sources, methodologies, and outputs
• Track progress of ongoing research efforts and ensure alignment with defined objectives and timelines
• Collaborate with cross-functional teams to gather inputs, validate findings, and ensure research reflects organizational priorities
• Support the development and implementation of research methodologies, frameworks, and best practices
• Identify trends, risks, and opportunities through data analysis and proactively communicate findings
• Support strategic and operational projects as needed

Research Assistant

• Own and achieve an annual gross profit target for AI-led professional services engagements.
• Partner with SHI Account Executives and Microsoft co-sell teams to identify, qualify, and advance AI and Copilot opportunities across the existing customer base.
• Develop account-level AI readiness assessments and multi-phase engagement roadmaps that create long-term revenue expansion.
• Serve as SHI’s subject matter expert on agentic AI, Copilot Studio agent development, Azure AI Foundry, and multi-agent orchestration patterns.
• Lead discovery workshops and technical assessment sessions to understand client current state, pain points, and strategic AI objectives.
• Design solutions using SHI’s modular, productized service catalog, assembling engagements from standardized delivery modules to provide clients with fixed-price predictability and rapid time-to-value.
• Participate in internal proposal reviews and quality assurance processes before client submission.

Senior Solutions Architect – Microsoft AI

DevOps Engineer

• Design, implement, and manage CI/CD pipelines
• Develop and maintain Infrastructure as Code (IaC) using Terraform
• Monitor system performance and manage source code
• Ensure systems are updated, compliant with standards, and secure against cyber threats
• Develop and maintain on-premises tooling solutions
• Automate processes to enhance development efficiency and outcomes
• Conduct root cause analysis for production issues
• Collaborate with development teams to integrate new software features
• Oversee the integration of AWS and Azure services

Business Development Rep

• 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.