Associate Director - Partner Marketing - Cybersecurity

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 $16 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 7,000 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.

Job Summary

SHI is seeking an Associate Director - Partner Marketing – Cybersecurity to lead a team of Partner Marketing Managers responsible for SHI's strategic cybersecurity partnerships. This role is responsible for developing and executing integrated partner growth plans that align partner investments, sales priorities, solution plays, and business unit objectives to accelerate revenue growth, gross margin contribution, and strategic market expansion.

The Associate Director will guide team planning, prioritization, and performance management while ensuring partner investments, including Market Development Funds (MDF), are aligned with business objectives. This leader will establish team KPIs, drive accountability against departmental OKRs, and ensure partner marketing plans deliver measurable business outcomes.

Role Description

Partner Marketing Strategy & Planning

- Lead, coach, and develop a team of Partner Marketing Managers supporting SHI's strategic cybersecurity partner portfolio.
- Oversee the development of annual marketing plans aligned to SHI's cybersecurity revenue and gross margin growth targets.
- Develop portfolio investment strategies that prioritize resources based on partner growth potential, solution alignment, market opportunity, and business impact.
- Ensure partner marketing plans support business objectives while maximizing growth opportunities within the cybersecurity market.
- Guide the development of customized marketing plans that align partner investments with SHI priorities.
- Develop MDF investment strategies that maximize available partner funding and align investments to SHI cybersecurity growth objectives.
- Use performance insights to evaluate marketing effectiveness and identify opportunities for optimization.
- Partner with internal stakeholders and strategic partners to maintain alignment on business objectives and growth priorities.
- Operate within established planning and business review processes.
- Champion modernization of the partner marketing experience through scalable digital workflows, self-service capabilities, and data-driven engagement models.
- Partner with Marketing Operations, IT, and Digital Marketing teams to improve speed, consistency, and visibility across planning, execution, and reporting processes.
- Leverage AI and automation opportunities to improve team productivity and marketing effectiveness.
- Serve as the marketing leader and trusted advisor for assigned strategic partners, influencing joint business planning, growth priorities, executive engagement strategies, and long-term partnership outcomes.

Business Unit & Sales Alignment

- Align strategic cybersecurity partner marketing investments with priorities across Enterprise, Commercial, Public Sector, Healthcare, Global, and Advanced Solutions Group business units.
- Partner with Sales Leadership to identify growth opportunities, whitespace accounts, and strategic initiatives.
- Ensure partner marketing investments directly support SHI business unit objectives and sales motions.
- Lead executive business reviews with strategic partners and internal stakeholders to evaluate performance, investment effectiveness, growth opportunities, and future priorities.

Team Leadership & Performance Management

- Lead, coach, and develop a team of Partner Marketing Managers supporting strategic cybersecurity partners.
- Establish team priorities, goals, and performance expectations aligned with departmental OKRs.
- Define and monitor KPI performance across the team.
- Drive consistency in planning, execution, reporting, and business reviews.
- Ensure marketing plans are aligned with approved business objectives and growth targets.
- Promote accountability for delivering measurable business outcomes.
- Drive adoption of standardized planning frameworks, reporting methodologies, and best practices across partner portfolios.
- Drive operational excellence through process standardization, governance, and accountability.
- Develop future leaders within the Partner Marketing organization.

Success in This Role

Success in this role is demonstrated through:

- Development and execution of annual partner growth plans aligned with SHI strategic priorities.
- Consistent achievement of Partner Marketing OKRs and KPI targets.
- Demonstrated contribution to influenced pipeline and gross margin growth.
- Measurable improvement in partner investment ROI.
- Increased partner activation and engagement.
- Adoption of standardized operating processes across the team.
- Strong executive relationships with strategic partners.
- High employee engagement, development, and retention across the team.
- Increased adoption of scalable digital engagement and operational processes.
- Successful execution of Partner Marketing transformation initiatives.

Behaviors and Competencies

- Leadership: Can lead strategic team initiatives, inspire others to take leadership roles, and foster a culture of shared responsibility and continuous improvement.
- Strategic Thinking: Can analyze complex situations, drive organizational transformation, and adapt strategies to changing market conditions.
- Business Acumen: Can provide strategic guidance and insights to drive overall business success.
- Communication: Can lead and model exceptional communication at all levels of the organization, develop and implement communication strategies, and coach others to improve their communication skills.
- Change Management: Can lead and model exceptional change management at all levels of the organization, can develop and implement change management strategies, and can coach others to improve their change management skills.
- Collaboration: Can lead complex team projects, inspire others to collaborate effectively, and foster a culture of mutual respect and shared purpose.
- Creativity: Can lead organizational transformation by fostering a culture of creativity, inspiring others, and driving breakthrough innovations.
- Customer-Centric Mindset: Can lead strategic initiatives focused on improving the overall customer experience. Inspires and mentors others to adopt a customer-centric approach, fostering a culture of customer focus throughout the organization.
- Data Analysis: Can lead data-driven initiatives, inspire others to adopt data analysis methods, and foster a culture of data literacy and informed decision-making.
- Results Orientation: Can inspire a culture of results-orientation across the organization, setting high standards and holding everyone accountable for achieving results.
- Strategic Implementation: Can lead the development and execution of comprehensive strategic plans, inspire and guide teams, and drive organizational change to achieve strategic objectives.

Skill Level Requirements

- Advanced leadership and people management skills.
- Strategic partner marketing and channel marketing expertise.
- Ability to develop and execute go-to-market (GTM) strategies and growth initiatives.
- Strong business planning, prioritization, and portfolio management capabilities.
- Experience building and managing KPI-driven operating models.
- Ability to analyze marketing performance data and identify optimization opportunities.
- Strong executive presence and relationship management skills.
- Ability to influence and collaborate across Sales, Finance, Operations, Marketing, IT, and Executive Leadership teams.
- Knowledge of channel ecosystems, including OEM, ISV, VAR, and SI/MSP partner models.
- Understanding of sales motions, partner leverage strategies, and indirect revenue models.
- Experience managing or optimizing Market Development Funds (MDF).
- Ability to lead organizational change, process transformation, and operational excellence initiatives.
- Experience leveraging AI, automation, analytics, and business intelligence tools to improve marketing effectiveness and productivity.

Other Requirements

- Completed Bachelor's Degree in Marketing, Business Administration, or a related field, or relevant work experience required
- 8-12+ years of experience in partner marketing, channel marketing, or B2B marketing leadership roles.
- Proven experience leading multi-partner marketing strategies within a technology organization.
- Demonstrated success in:

Defining go-to-market strategies and growth plays.
- Driving measurable pipeline and revenue impact.
- Building KPI-driven operating models.

- 3+ years of experience in a management position
- Strong experience managing and developing individual contributors.
- Ability to travel to SHI, Partner, and Customer Events - 25%

Preferred

- Experience working in or marketing through the channel, including VAR/reseller, distributor, and SI/MSP environments.
- Experience working with OEM and ISV ecosystem partners.
- Experience supporting cybersecurity partner programs.
- Experience working with strategic technology partners or similar enterprise technology partnerships.
- Experience leading organizational transformation and change management initiatives.
- Experience managing through data, analytics, and business intelligence platforms.
- Proven ability to influence leaders across Sales, Finance, Operations, and Executive Management.

The estimated annual pay range for this position is $150,000 - $180,000 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