Field Alliances Manager - Southeast - Data Center
At a glance
Mid-level Channel & Partnerships role at Shi. US - NC - Home Office · full-time · $150,000–$250,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Build and maintain regional relationships with OEM partners such as Dell, Palo Alto, Fortinet, CrowdStrike, and VMware
- Act as the local contact for SHI and partner field teams when opportunities or problems need attention
- Help move the regional sales pipeline forward while securing partner advocacy and measurable business results
- Show up consistently at important OEM and partner events to shape outcomes and strengthen SHI’s regional presence
- Map regional connections, surface relationship gaps, and give leadership clear guidance on investments and opportunities
What you bring
- Three to five years of outside sales experience, ideally in an Account Executive or comparable field position
- A completed bachelor’s degree is preferred for this role
- Ability to analyze market trends, forecast sales, and use software platforms to support growth decisions
- Confidence working across a matrix structure and influencing OEM teams or internal leaders without direct authority
- Strong knowledge of partner and OEM relationships, with the communication skills to represent a region’s priorities
Who this fits
You’ll suit a sales-oriented alliances professional who can build trust with OEM field teams, SHI sales leaders, and regional partners. The role requires residence in the Southeast United States and travel throughout your territory for customer and partner engagements. You’ll work in a visible role that coordinates across multiple teams and reporting lines.
From the employer
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 launching a new, regionally embedded channel role to bridge the gap between national partner strategy and regional execution. The Field Alliances Manager will serve as the primary in-market advocate for SHI with core OEM partners, and as the voice of the region back to SHI’s leadership. This role goes beyond traditional partner management and marketing, focusing on real-time advocacy, partnership health, and actionable regional insights.Candidates must reside in the Southeast U.S. region and be able to travel within their assigned territory for customer and partner engagements.
Role Description
Own Strategic Regional Relationships: Build and maintain deep relationships with core OEM partners (e.g., Dell, Palo Alto, Fortinet, CrowdStrike, VMware) within your assigned region.
Act as Local Escalation Point: Serve as the go-to resource for both SHI and partner field teams when issues or opportunities arise.
Advance Deal Flow & Partner Advocacy: Support the local sales pipeline, ensure partner advocacy, and drive measurable business impact.
Represent SHI at Partner Events: Maintain a consistent, intentional local presence at key OEM and partner events to influence outcomes and build SHI’s regional brand.
Deliver Regional Insights: Map local relationships, identify gaps, and provide transparent feedback to inform where SHI should invest or intervene.
Communicate SHI’s Regional Value: Articulate the full scope of SHI’s business in the region, including commercial, enterprise, and global sellers - not just individual books of business.
Support Leadership Decisions: Inform leadership on where relationships are strong/weak, which partners are truly strategic at the regional level, and where new opportunities exist.
Behaviors and Competencies
Strategic Thinking: Can analyze situations and can lead the development and execution of strategic initiatives.
Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
Collaboration: Can proactively seek out diverse perspectives, facilitate open communication among team members, and drive toward consensus and action.
Analytical Thinking: Can synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably.
Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines.
Organization: Can effectively coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.
Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
Presentation: Can design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.
Skill Level Requirements
The ability to effectively utilize software and platforms that are commonly used in the industry to analyze market trends, forecast sales, and drive business growth. - Intermediate
Ability to identify, create, develop, and manage high-impact sales opportunities and lead a team to achieve and exceed sales targets - Intermediate
Ability to effectively work and collaborate within a matrix management structure, coordinating across multiple reporting lines and teams to achieve organizational objectives. - Intermediate
Other Requirements
Completed Bachelor’s Degree preferred
3-5 years of experience in outside sales
Ability to travel to SHI, Partner, and Customer Events
Preferred Requirements:
Sales-oriented, with experience as an Account Executive or similar field role.
Exceptional communicator, able to influence without direct authority.
Deep understanding of partner and OEM dynamics.
Credible with both OEM field teams and SHI internal sales leadership.
Skilled at “telling the story” and representing the region’s voice.
Comfortable thriving in a high-visibility, high-impact role.
The estimated annual pay range for this position is $150,000 - $250,000 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
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