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

• 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

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.