Microsoft Alliance Development Manager

Microsoft Alliance Development 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.

Job Summary

The Microsoft Alliance Development Manager (ADM) will drive the execution of the market partner strategy in SME&C in collaboration with our leaders, and actively drive towards our partner goals throughout the year. They will execute the SME&C GTM partnership strategy, converting partnerships into tangible sales opportunities. The role is the primary SHI ambassador for SME&C and should exhibit the problem solving, execution, thought leadership presence attributes to fulfill the role and responsibilities while also working within the culture and character of the company. This person must possess a passion for Microsoft technology consulting and have experience building and managing relationships with a partner or client, as well as proven success supporting sales opportunities. The ADM will work with key partner stakeholders such as Partner Sales Managers, Partner Sales Executives, Partner Development Managers, District Managers. The ADM will build cadence around key activities, including planning monthly and quarterly sales outreach, facilitating joint campaign, and GTM initiatives, reporting on KPIs, opportunities, and collaborating with sales and demand generation teams.

Role Description

Partner Management: Serving as the primary contact for partners building SHI branding, fostering seller-to-seller relationships, and maintaining partnership status at the local/regional level within SME&C

Funds & Processes: driving consistency in funding and generating more business through it

Metrics & Updates: meeting target partner sales performance measures, managing partner statuses, and conducting internal & external pipeline interlocks

Communication: engaging in partner planning and quarterly reviews

Serve as partnership SME&C SME to SHI's sales teams and supporting resources

Partner co-sell best practices training and enablement in support of management and growth of joint accounts (i.e. portfolio expansion)

Drive targets based on territory/industry (pipeline, booking, billing)

Assist with execution of partner marketing plans

Promote or account & vertical, value maps, and differentiated industry offerings within the SME&C ecosystem.

Foster seller-to-seller relationships

Ensure bi-directional partner health

Emphasize field-level partner dedication for brand awareness and seller relationships

Sponsorship of Microsoft SME&C summits, conferences, and events

Behaviors and Competencies

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.

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

Leadership: Can take ownership of complex team initiatives, collaborate with others in decision-making processes, and drive team performance.

Teamwork: Can build and lead multiple teams, fostering a cooperative environment and ensuring effective communication between team members.

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

Skill Level Requirements

Proficiency in overseeing and directing projects to completion, ensuring goals are met, resources are utilized efficiently, and stakeholders are satisfied - Intermediate

Ability to systematically identify, document, and manage the technical needs and specifications of a project by engaging with stakeholders and analyzing business objectives to ensure successful project outcomes - Intermediate

Ability to define, design, build, and maintain robust systems and solutions by leveraging systems and infrastructure effectively - Intermediate

Ability to write, debug, and maintain code in various scripting and programming languages to automate tasks and develop software solutions - Intermediate

Ability to understand and manage various infrastructure components (firewalls, load balancers, hypervisors, storage, monitoring, security) and use orchestration tools to develop comprehensive technical solutions - Intermediate

Ability to develop detailed Statements of Work (SOWs) and drive revenue growth through professional services engagements - Intermediate

Extensive experience working on large scale IT projects related to design, deployment and configuration - Intermediate

Other Requirements

Completed Bachelor's Degree or relevant work experience

4+ years of experience selling/working with Microsoft product offerings, licensing strategies, and competitive selling motions preferred

Proficient with Microsoft Office applications.

Intermediate Advanced MS Excel skills

Excellent communications and presentation skills with the ability to simplify and explain complex problems to stakeholders of all levels across multiple functions.

Willingness to travel occasionally

The estimated annual pay range for this position is $90,000 - $130,000 which includes a base salary plus bonus compensation structure. 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