SHI International Corporation is seeking an Associate Director - Partner Marketing for its cybersecurity partner portfolio, based in Austin, TX (onsite). In this role, you will lead a team that plans and delivers integrated partner marketing strategies designed to accelerate revenue growth, gross margin contribution, and market expansion.
You will develop and execute annual cybersecurity partner growth plans aligned with SHI’s partner investments, sales priorities, solution plays, and business unit objectives. The position also emphasizes modernization of partner marketing execution through scalable digital workflows, self-service capabilities, and data-driven engagement.
Responsibilities
- 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 cybersecurity revenue and gross margin growth targets.
- Develop portfolio investment strategies prioritized by partner growth potential, solution alignment, market opportunity, and business impact.
- Guide creation of customized partner marketing plans aligning partner investments with SHI priorities.
- Develop and manage MDF investment strategies to maximize available partner funding while aligning to SHI cybersecurity growth objectives.
- Use performance insights to evaluate marketing effectiveness and identify optimization opportunities.
- 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 using scalable digital workflows, self-service capabilities, and data-driven engagement models.
- Collaborate with Marketing Operations, IT, and Digital Marketing to improve speed, consistency, and visibility across planning, execution, and reporting.
- Leverage AI and automation opportunities to improve team productivity and marketing effectiveness.
- Serve as marketing leader and trusted advisor for assigned strategic partners, influencing joint business planning, executive engagement strategies, and long-term partnership outcomes.
- Align partner marketing investments 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 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.
- Establish team priorities, goals, and performance expectations aligned with departmental OKRs, while defining and monitoring KPIs.
- Drive consistency in planning, execution, reporting, and business reviews, including accountability for measurable business outcomes.
- Promote 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.
Requirements
- Completed Bachelor’s Degree in Marketing, Business Administration, or a related field (or relevant work experience).
- 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.
- Experience defining go-to-market strategies and growth plays.
- Ability to drive measurable pipeline and revenue impact.
- Experience 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%).
- Advanced leadership and people management skills.
- Strategic partner marketing and channel marketing expertise, including knowledge of 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.
- Strong executive presence, relationship management skills, and the ability to influence cross-functionally across Sales, Finance, Operations, Marketing, IT, and Executive Leadership teams.
Benefits
- Health, wellness, and financial benefits to offer peace of mind to you and your family.
- Health, medical, vision, dental, 401K, and flexible spending.
Pay and Compensation
The estimated annual pay range for this position is $150,000 - $180,000, including base salary and bonus. Benefits may include medical, vision, dental, 401K, and flexible spending.
Success in This Role
- Develop and execute annual partner growth plans aligned with SHI strategic priorities.
- Consistently achieve Partner Marketing OKRs and KPI targets.
- Demonstrate contribution to influenced pipeline and gross margin growth.
- Improve partner investment ROI with measurable results.
- Increase partner activation and engagement.
- Drive adoption of standardized operating processes across the team.
- Maintain strong executive relationships with strategic partners.
- Support high employee engagement, development, and retention across the team.
- Increase adoption of scalable digital engagement and operational processes.
- Execute Partner Marketing transformation initiatives.
