Director - Global Sales Strategy

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

The Director, Global Sales Strategy is responsible for leading the organization's global sales strategy, partner ecosystem, and sales enablement functions. This role drives partner-influenced business growth, develops and executes strategic sales initiatives, and ensures sales teams are equipped with the knowledge, resources, and capabilities needed to achieve business objectives.
The ideal candidate brings a blend of leadership, sales strategy, enablement, channel sales, and partner management experience, along with strong executive communication skills and the ability to influence a highly matrixed organization. This individual will collaborate closely with Sales, Marketing, Product, Engineering, Learning & Development, and external partners to accelerate revenue growth and execute strategic business initiatives.
Additionally, this role will lead and develop a team of Program and Partner Managers who support regional and vertical-specific sales initiatives focused on driving pipeline growth across key areas of the business.

Role Description

Global Sales Strategy & Growth Initiatives

• Develop and execute global sales strategies designed to accelerate growth and improve sales effectiveness.
• Lead cross-functional sales programs and campaigns across Sales, Marketing, Product, and Operations teams.
• Identify market opportunities, sales performance trends, and business risks using data-driven analysis.
• Create and manage strategic initiatives that support revenue goals and business priorities.
• Define success metrics, dashboards, and reporting mechanisms to measure program effectiveness.
• Present insights, recommendations, and business performance updates to senior leadership.
• Continuously optimize sales processes, engagement models, and strategic programs based on business results and stakeholder feedback.

Partner Alliance Strategy & Relationship Management

• Own the overall partner alliance strategy and day-to-day management of strategic partner relationships.
• Develop and execute partner business plans aligned with company growth objectives.
• Build and maintain trusted relationships with partner leadership, sales organizations, marketing teams, and technical stakeholders.
• Identify opportunities to expand partner-sourced and partner-influenced pipeline and revenue.
• Drive joint go-to-market initiatives, campaigns, and business development activities with strategic partners.
• Establish partner success metrics and regularly track, analyze, and communicate performance.
• Coordinate partner engagement across regions, functions, and business units to ensure consistency and alignment.
• Lead partner business reviews and executive-level discussions.

Sales & Partner Enablement

• Own the enablement strategy for internal sales teams and external partner organizations.
• Develop scalable enablement programs that improve sales capabilities, product knowledge, and partner effectiveness.
• Coordinate enablement content development with technical subject matter experts, product teams, partners, and external presenters.
• Curate and manage enablement resources, training materials, learning paths, and communications.
• Plan and facilitate training sessions, workshops, webinars, sales kickoffs, and ongoing learning initiatives.
• Ensure enablement programs align with business priorities and drive measurable adoption and impact.
• Track training effectiveness and continuously improve programs based on participant feedback and performance outcomes.

Leadership & Team Management

• Lead, coach, and develop a team of Partner Managers supporting specific regions and vertical markets.
• Establish team goals, performance metrics, and professional development plans.
• Foster a culture of collaboration, accountability, and continuous improvement.
• Provide strategic guidance, remove obstacles, and support team success.
• Ensure alignment between regional partner activities and the overall global partner strategy.

Behaviors & Competencies

• Strategic Thinking: Can analyze complex situations, drive organizational transformation, and adapt strategies to changing market conditions.
• Leadership: Can lead strategic team initiatives, inspire others to take leadership roles, and foster a culture of shared responsibility and continuous improvement.
• 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.
• Collaboration: Can lead complex team projects, inspire others to collaborate effectively, and foster a culture of mutual respect and shared purpose.
• Problem-Solving: Can lead strategic problem-solving initiatives, inspire others to improve their problem-solving skills, and foster a culture of proactive problem-solving.
• 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.
• Results Orientation: Can inspire a culture of results-orientation across the organization, setting high standards and holding everyone accountable for achieving results.
• Adaptability: Can drive strategic transformations, inspire others to embrace change, and foster a culture of continuous adaptation.
• Strategic Implementation: Can lead the development and execution of comprehensive strategic plans, inspire and guide teams, and drive organizational change to achieve strategic objectives.
• Continuous Improvement: Can lead others in identifying and implementing major improvements and proactively drive continuous improvement across the organization.

Skill Level Requirements

• Bachelor's degree in Business, Marketing, Sales, Management, or a related field.
• 10+ years of experience in sales strategy, partner management, channel management, business development, sales enablement, or related disciplines.
• 5+ years of leadership experience managing programs, initiatives, and/or teams.
• Experience managing strategic technology, vendor, reseller, distributor, or alliance partner relationships.
• Demonstrated success developing and executing sales growth strategies and cross-functional business programs.
• Experience creating, managing, and measuring enablement programs for sales and/or partner organizations.
• Strong analytical capabilities with the ability to derive actionable insights from data.
• Proven project and program management experience.
• Experience managing stakeholders across multiple functions and organizational levels.
• Excellent written, verbal, presentation, and public-speaking skills.
• Strong organizational skills with the ability to manage multiple priorities in a fast-paced environment.

Preferred Qualifications

• Experience in channel sales, alliance management, or partner ecosystem development.
• Experience working within global sales organizations.
• Experience supporting SaaS, technology, cybersecurity, cloud, or enterprise software environments.
• Prior experience managing direct reports.
• Familiarity with CRM platforms, reporting tools, and sales enablement technologies.

Other Requirements

• Strategic thinker with a demonstrated ability to align partner strategies, sales initiatives, and enablement programs to broader business objectives.
• Ability to influence senior leaders and drive alignment across a highly matrixed organization.
• Strong relationship-building skills with internal stakeholders, external partners, and executive audiences.
• Ability to balance long-term strategic planning with day-to-day operational execution.
• Comfortable leading executive-level presentations, business reviews, and strategic planning discussions.
• Passion for driving sales effectiveness, partner success, pipeline growth, and revenue acceleration.
• Ability to work cross-functionally across Sales, Marketing, Product, Engineering, Operations, Learning & Development, and external partner organizations.

The estimated annual pay range for this position is $125,000 - $250,000 which includes a base salary and bonus/commissions. 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