Cloud Marketplace Specialist
Job Description
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 Cloud Marketplace Specialist is responsible for driving the enablement and execution of go-to-market strategies that promote SHI’s Cloud Marketplace value proposition to customers, sales teams, and internal stakeholders. This role is accountable for achieving SHI’s Cloud Marketplace revenue goals and managing the submission and execution of private offers across AWS, Google Cloud, and Microsoft marketplaces. The specialist will collaborate strategically with independent software vendors (ISVs) to identify marketplace opportunities and troubleshoot issues from initiation through completion.Role Description
Help define and enable go-to-market marketplace programs
Provide sales enablement and support related to Cloud Marketplaces
Identify customer segments and industry verticals to target with joint marketplace value propositions
Prioritize and expand SHI’s authorized Cloud Marketplace ISV list
Proactively manage renewals within Cloud Marketplaces
Manage complex private offer contract negotiations with ISV partners
Collaborate closely with internal and external sales teams
Partner with internal and external technical teams to support marketplace initiatives
Conduct business reviews for senior leadership, summarizing internal and external progress and key metrics
Drive cross-functional collaboration across business units and ISV partners
Ensure SHI cloud customers are positioned for success within Cloud Marketplaces
Educate stakeholders on Cloud Marketplace strategy, including the what, why, and how
Profile and identify ISVs that customers can procure through marketplace channels
Position SHI private offers for select ISVs
Behaviors and Competencies
Technical Expertise: Can understand the basic concepts in a technical area and seeks guidance when applying them.
Analytical Thinking: Can understand and interpret basic data or information.
Customer-Centric Mindset: Can demonstrate an understanding of customer needs and preferences when assigned tasks. Responds to customer inquiries and feedback in a timely and courteous manner.
Data Analysis: Can understand basic data sets and use simple analytical techniques to extract insights.
Adaptability: Can demonstrate a willingness to accept feedback and adjust to new tasks or changes in the workplace.
Collaboration: Can demonstrate a willingness to contribute to team tasks and responsibilities when assigned.
Communication: Can communicate simple ideas and information clearly.
Digital Acumen: Can demonstrate an understanding of basic digital tools and technologies.
Organization: Can maintain a clean and organized workspace and follow simple organizational systems when assigned.
Problem-Solving: Can demonstrate a willingness to address and resolve problems when they arise.
Time Management: Can understand the importance of time management and strives to prioritize tasks to meet deadlines.
Skill Level Requirements
Strong sense of sales and business acumen - Basic
Excellent presentation skills - Basic
Ability to create a sense of community - Basic
Ability to proactively identify performance gaps - Basic
Ability to influence and lead in a matrix environment - Basic
A linear, logical thinking style with ability to break down and solve difficult problems - Basic
Ability to simplify and explain complex problems to stakeholders of all levels across multiple functions - Basic
Marketing skills - Basic
Self-motivated with ability to work with limited direction and oversight - Basic
Ability to explain the company’s offerings and overall values - Basic
Ability to possess a mastery of the company’s Sales Play - Basic
Other Requirements
Completed Bachelor’s degree
Experience with BI and CRM tools
Experience with Corp Inside Sales/Outside Sales position or Partner Vendor support role preferred
Experience in managing programs, activities, or initiatives preferred
Experience in planning, monitoring, and reporting progress on programs preferred
Knowledge of Azure & GCP services, the Azure & GCP Marketplace value proposition, and SHI’s strategic ISV’s
Demonstrable proof of producing measurable results of influenced revenue through channel partners
Proven track record of exceeding goals
Travel to approved partner conferences and customer meetings as needed, required up to 25%
The estimated annual pay range for this position is $125,000 - $225,000 which includes a base 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