Director - HPE Partner Management

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:

• Converged 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.

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. 

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

• 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

• 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, Apps@SHI
• 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  

• 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

• 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