SHI International Corporation is seeking an Associate Director - Partner Marketing - Cybersecurity to lead strategic partner marketing efforts across SHI’s cybersecurity portfolio. Based in Austin, TX (onsite), this role will manage a team focused on integrated partner growth planning that supports partner investments, sales priorities, solution plays, and business unit objectives to drive revenue growth, gross margin contribution, and market expansion.
You will be accountable for building and modernizing partner marketing operations, translating performance insights into optimization opportunities, and partnering closely with internal stakeholders and strategic partners to align on shared growth priorities.
Key Responsibilities
- Lead, coach, and develop a team of Partner Marketing Managers supporting SHI’s strategic cybersecurity partner portfolio.
- Oversee annual marketing plan development tied to SHI cybersecurity revenue and gross margin growth targets.
- Develop portfolio investment strategies prioritizing resources by partner growth potential, solution alignment, market opportunity, and business impact.
- Ensure partner marketing plans support business objectives while maximizing growth opportunities across the cybersecurity market.
- Guide customized marketing plan development that aligns partner investments with SHI priorities.
- Develop MDF investment strategies to maximize available partner funding and align investments to SHI cybersecurity growth objectives.
- Use performance insights to evaluate marketing effectiveness and identify opportunities for optimization.
- Partner with internal stakeholders and strategic partners to maintain alignment on business objectives and growth priorities and 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.
- Partner with Marketing Operations, IT, and Digital Marketing to improve speed, consistency, and visibility across planning, execution, and reporting processes.
- Leverage AI and automation opportunities to improve team productivity and marketing effectiveness.
- Serve as a marketing leader and trusted advisor for assigned strategic partners, influencing joint business planning, growth priorities, executive engagement strategies, and long-term partnership outcomes.
- Align strategic cybersecurity 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, ensuring partner marketing investments support 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; define and monitor KPI performance across the team.
- Drive consistency in planning, execution, reporting, and business reviews, including accountability for delivering measurable business outcomes.
- Standardize planning frameworks, reporting methodologies, and best practices across partner portfolios, and 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, and build KPI-driven operating models.
- 3+ years of experience in a management position and strong experience managing and developing individual contributors.
- Ability to travel to SHI, Partner, and Customer Events (25%).
- Strong strategic partner marketing and channel marketing expertise, including understanding of channel ecosystems (OEM, ISV, VAR, and SI/MSP partner models) 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 and relationship management skills, with ability to influence and collaborate across Sales, Finance, Operations, Marketing, IT, and Executive Leadership teams.
Success in This Role
- Development and execution of annual partner growth plans aligned with SHI strategic priorities.
- Consistent achievement of Partner Marketing OKRs and KPI targets.
- Demonstrated contribution to influenced pipeline and gross margin growth.
- Measurable improvement in partner investment ROI.
- Increased partner activation and engagement.
- Adoption of standardized operating processes across the team.
- Strong executive relationships with strategic partners.
- High employee engagement, development, and retention across the team.
- Increased adoption of scalable digital engagement and operational processes.
- Successful execution of Partner Marketing transformation initiatives.
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, which includes a base salary and bonus. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
Preferred
- Experience working in or marketing through the channel, including VAR/reseller, distributor, and SI/MSP environments.
- Experience working with OEM and ISV ecosystem partners.
- Experience supporting cybersecurity partner programs.
- Experience with strategic technology partners or similar enterprise technology partnerships.
- Experience leading organizational transformation and change management initiatives.
- Experience managing through data, analytics, and business intelligence platforms.
- Proven ability to influence leaders across Sales, Finance, Operations, and Executive Management.
