Vendor Alliances Manager

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 $15 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. 

Role Description

• Revenue Attainment: Drive revenue growth by developing and managing a robust partner pipeline, accurately forecasting quarterly performance, and ensuring achievement of revenue targets through effective collaboration with sales, marketing, and alliance stakeholders.

• Relationship Management: Build and nurture strong relationships with Select Vendors, acting as the primary point of contact and fostering collaboration and trust

• Strategic Alignment: Work to align the goals and objectives of both SHI and vendor partners, ensuring they are working towards a common purpose and maximizing the benefits of the partnership

• Vendor Platform Evaluation & Management: Evaluate and recommend FinOps platforms and tools for vendor alliances, considering certification requirements, integration capabilities, and ongoing partner cadences.

• Performance Monitoring: Track the performance of the alliance, identify areas for improvement, and implement corrective actions to ensure the partnership is meeting its goals

• Contract Management: Manage contractual obligations, ensuring that both parties adhere to the terms of the agreement, and address any issues that may arise

• Communication and Coordination: Facilitate communication between SHI and vendor partners, coordinate activities, and ensure that all stakeholders are informed about the progress of the alliance

• Problem Solving: Identify and resolve issues that may arise within the partnership, acting as a mediator to ensure a positive working relationship

• Business Development: Identify new opportunities for growth and expansion through the alliance, and work with partners to develop joint initiatives

• Program Management: Oversee the implementation and execution of joint business plans (JBP), coordinate training, certifications, and partner marketing efforts

• Reporting and Analytics: Monitor and report on alliance activities, track key performance indicators (KPIs), and provide insights to drive continuous improvement

• Industry Engagement & Certification: Participate in FinOps Foundation working groups and industry forums to enhance SHI’s visibility and influence. Drive organizational certification efforts for FinOps practitioner and analyst roles.

Behaviors and Competencies

• Collaboration: Can take ownership of team initiatives, foster a collaborative environment, and ensure that all team members feel valued and heard.

• Problem-Solving: Can proactively identify and take ownership of complex problem-solving initiatives, initiate preventative measures, collaborate with others to find solutions, and drive successful outcomes.

• Communication: Can effectively communicate complex ideas and information to diverse audiences, facilitate effective communication between others, and mentor others in effective communication.

• Follow-Through: Can take ownership of tasks, coordinate with others, and ensure that team commitments are met in a timely manner.

• Self-Motivation: Can take ownership of complex personal or professional initiatives, collaborate with others when necessary, and drive results through self-motivation.

• Presenting: Can effectively use visual aids, storytelling, and persuasive techniques to enhance presentations and engage audiences.

• Time Management: Can manage time effectively, accurately estimate the time required for specific tasks, balance multiple tasks, and help others in improving their time management skills.

• Adaptability: Can lead others through change, help teams adapt to new directions, and create a culture open to change.

• Initiative: Can proactively seek out challenges, take ownership of complex initiatives, collaborate with others, and drive innovative ideas and results.

• Negotiation: Can take ownership of complex negotiations, collaborate with others, and drive consensus.

• Organization: Can oversee complex projects with multiple moving parts, ensure team alignment with organizational systems, and adapt to changing priorities.

Skill Level Requirements

• Ability to thoroughly understand and analyze contracts and statements of work. - Intermediate

• The ability to effectively utilize applications like Word, Excel, PowerPoint, OneNote, Project, and Visio to enhance productivity and perform various tasks efficiently. - Intermediate

• Ability to effectively communicate and collaborate with C-suite executives and other leaders, ensuring alignment of strategic initiatives and organizational objectives. - Intermediate

• Understanding of Information Technology products and solutions to effectively evaluate, implement, and support technological initiatives within an organization. - Intermediate

• Ability to cultivate and maintain effective relationships with business partners, ensuring collaborative success and strategic alignment. - Intermediate

Other Requirements

• Completed Bachelor’s Degree or relevant work experience required

• 5+ years of experience in vendor management, alliance management, or a related field within the IT industry 

• Experience in the FinOps industry 

• Familiarity with FinOps tools and practices 

• Experience in the IT asset management (ITAM) industry 

• Familiarity with IT asset management (ITAM) tools and practices

• Ability to travel to SHI, Partner, and Customer Events

• Ability to travel 30%

Preferred:

• Certifications: Relevant certifications in vendor management or alliance management 

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