Director - Energy Management & AI

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 $15 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 6,000 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- Energy Management & AI will foster and develop the growth and profitability of the Datacenter, AI and Energy Management Business while managing, mentoring and supporting the development of his/her team. This position is exposed to high levels of strategic business development, business analytical insights, employee hiring/retention, team development, and partner relationship management. The Director will be sales and customer-facing and will work with various departments within the company. This position will strongly align with Sales Leadership and Leadership at the partner level.

Role Description

•  Create and maintain executive-level relationships with top partners to develop more strategic partnerships

• Create a go-to-market strategy for the strategic partners you cover surrounding AI, Sustainability, and other key initiatives and projects

• Ensure increased growth and profitability of partners in the practice

• Grow and develop our existing partners to higher strategic relationships with our Sales leaders, increase revenue and margin growth within those existing partners

• Stay ahead of the industry advances and uncover potential new disrupters in the market

• Create an annual growth plan for covered Partners 

• Create, Assist, and Delegate on the development, delegation, and execution of business plans for Managers and Employees, both short-term and long-term

• Work to build awareness of strategic partners’ programs within SHI’s sales organization, attain agreement on growth plan targets, and drive key value-added activities for those sales organizations. 

• Create and execute on SHI’s joint AI initiatives and strategy for our key AI Partners in tandem with AGT, ASG, and other SHI Teams.

• Secure additional investment and demo gear from key partners to enable SHI Lab offerings, services, delivery, etc.  

• Assist with Training, Enablement, and Certification support to drive upskilling the capabilities of the Team around AI

• Work closely with different business units' programs team to create profitable campaigns and Sales plays to increase our foothold in our customer base

• Drive revenue and profitability growth through strong execution of plans and ROI (Return on Investment) analysis

• Work with partners to establish and manage business objectives and certify completion of those objectives

• Meet with Sales Executives from varying business segments to increase the visibility of the team and help enable Sales across all divisions to increase growth and profitability

• Work with Technical teams and service areas, e.g., ITAM (IT Asset Management), Cloud, Licensing Operations, to continue to develop operational tools that make subscription and technical consumption-based selling both streamlined and profitable to our company

• Maximize Recognized Rebates and Funded Head Investments from Partners

• Track growth patterns and analytics of partners' performance within our company, creating a ramp-up plan for key big bet partners to grow their investment within the company

• Accountability for partner budgets, spending, and ROI (Return on Investment)

• Participate in Partner Advisory councils to improve relationships and evangelize our company.

• Accountability for partner budgets by making recommendations on spending and ROI (Return on Investment)

• Coordinate on special projects, such as leadership presentations, creation of internal sales tools, and collateral

• Provide strategic leadership for managers and individual teams to grow and succeed within current and future company business models

• Consolidate SPIFF investments, Warchest, and Rebate accruals across sales segments for your partners

• Delegate projects and workload/activities to staff

• Provide mentorship to managers reporting to Leadership

• Manage time off for staff and serve as an escalation point

• Hire additional internal staff based on industry and company needs

Behaviors and Competencies

• Leadership: Can lead strategic team initiatives, inspire others to take leadership roles, and foster a culture of shared responsibility and continuous improvement.

• Strategic Thinking: Can analyze complex situations, drive organizational transformation, and adapt strategies to changing market conditions.

• Business Acumen: Can provide strategic guidance and insights to drive overall business success.

• 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.

• Change Management: Can lead and model exceptional change management at all levels of the organization, can develop and implement change management strategies, and can coach others to improve their change management skills.

• Collaboration: Can lead complex team projects, inspire others to collaborate effectively, and foster a culture of mutual respect and shared purpose.

• 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.

• Problem-Solving: Can lead strategic problem-solving initiatives, inspire others to improve their problem-solving skills, and foster a culture of proactive problem-solving.

• Results Orientation: Can inspire a culture of results-orientation across the organization, setting high standards and holding everyone accountable for achieving results.

• Strategic Implementation: Can lead the development and execution of comprehensive strategic plans, inspire and guide teams, and drive organizational change to achieve strategic objectives.

• Creativity: Can lead organizational transformation by fostering a culture of creativity, inspiring others, and driving breakthrough innovations.

Skill Level Requirements

• The capability to design and implement solutions strategies that align with the overall business strategy.- Expert

• Skilled in engaging and managing relationships with stakeholders to ensure alignment and successful solution outcomes.- Expert

• The expertise in managing and executing technical tasks related to solutions development and deployment.- Expert

• Skilled in assessing and addressing potential risks to ensure smooth solutions operations and safeguard organizational interests.- Expert

• The ability to manage, drive and adapt to organizational change while maintaining team morale and productivity.- Expert

• Skilled in understanding and addressing customer needs to drive satisfaction and business growth.- Expert

Other Requirements

• Completed Bachelor's Degree in Information Technology, Computer Science, or a related field, or relevant work experience required

• 10+ years of experience in Information Technology industry or a relevant functional area

• 5+ years of Managing Partners and Respective Teams

• 5+ years of experience creating and executing strategy for business growth

• 4+ years of experience in a management position required

• Experience building and executing business plans and meeting marketing objectives

• Experience managing a marketing budget

• Ability to travel to SHI, Partner, and Customer Events

• Ability to travel 25%

The estimated annual pay range for this position is $125,000 - $175,000 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