Middle National Alliance Manager - Microsoft

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 National Alliance Manager - Microsoft is responsible for driving the execution of SHI’s Microsoft partner strategy within the Enterprise and Global business segments. This role collaborates closely with internal leadership and Microsoft stakeholders to achieve strategic partner goals, execute go-to-market (GTM) initiatives, and convert partnership relationships into tangible sales opportunities.
As the primary SHI ambassador for Microsoft within the Enterprise/Global segment, this individual will demonstrate strong problem-solving, execution, and thought leadership capabilities while representing SHI’s culture and values. The ideal candidate is passionate about Microsoft technology consulting, has experience building and managing partner or client relationships, and possesses a proven track record of supporting sales opportunities and business growth.
The National Alliance Manager works closely with key Microsoft stakeholders, including Partner Sales Managers, Partner Sales Executives, Partner Development Managers, and District Managers. This role is responsible for building operational cadence around partner activities, including monthly and quarterly sales planning, joint campaigns, GTM initiatives, KPI reporting, pipeline management, and collaboration with sales and demand generation teams.

Role Description

• Serve as the primary point of contact for Microsoft partnerships within SHI’s Enterprise and Global segment.
• Build and strengthen SHI brand awareness within the Microsoft ecosystem.
• Foster seller-to-seller relationships between SHI and Microsoft teams.
• Maintain and manage partnership status at the local and regional levels.
• Drive consistency in funding processes and maximize business growth opportunities generated through partner funding programs.
• Meet target partner sales performance metrics and objectives.
• Manage partner status updates and reporting activities.
• Conduct internal and external pipeline interlock reviews.
• Lead partner planning discussions and quarterly business reviews.
• Act as the partnership subject matter expert (SME) for SHI sales teams and supporting resources within the assigned segment.
• Deliver partner co-sell best practices training and enablement programs to support the management and growth of joint accounts and portfolio expansion.
• Drive territory and industry-based performance targets, including pipeline, bookings, and billings.
• Assist with the execution of partner marketing plans and initiatives.
• Promote account and vertical value maps along with differentiated industry offerings within the Microsoft ecosystem.
• Ensure bi-directional partner health and engagement.
• Champion field-level partner dedication to strengthen brand awareness and seller relationships.
• Support and participate in Microsoft summits, conferences, and industry events.

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

• Strong understanding of Microsoft cloud solutions and value propositions.
• Experience supporting partner co-selling motions and alliance programs.
• Excellent problem-solving, critical-thinking, and analytical abilities.
• Proven ability to develop and maintain strong internal and external partner relationships.
• Experience with new business development and lead generation activities.
• Ability to apply logical and structured thinking to solve complex business challenges.
• Entrepreneurial mindset with the ability to identify value and opportunities in unstructured situations.
• High emotional intelligence with a flexible work style and strong diplomatic skills.
• Ability to communicate and collaborate effectively across all levels of an organization.
• Strong presentation skills and the ability to simplify complex concepts for diverse audiences.
• Ability to thrive in a high-performing, fast-paced environment.
• Proficiency with Microsoft Office applications.
• Intermediate to advanced Microsoft Excel skills.

Other Requirements

• Completed Bachelor's degree required.
• Ability to travel up to 25%.
• Experience working with Microsoft product offerings, licensing strategies, and competitive selling motions.
• Experience building and managing client and partner relationships.
• Proven success supporting sales opportunities and driving business outcomes.

Preferred

• Certifications: Microsoft Certified: Azure Fundamentals (AZ-900), Microsoft Certified: Microsoft 365 Fundamentals (MS-900), Microsoft Certified: Security, Compliance, and Identity Fundamentals (SC-900)
• 4+ years of experience selling and/or working with Microsoft product offerings, licensing strategies, and competitive selling motions.
• Experience supporting Microsoft partnership programs and co-sell initiatives.
• Experience working with Enterprise and Global accounts.

The estimated annual pay range for this position is $70,000 - $150,000 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