Vice President - Field & Partner Marketing
SHI International Corp.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
SHI is seeking a results-driven Vice President of Field & Partner Marketing to accelerate customer acquisition, expand pipeline, and deepen partner engagement across the United States. This senior leader will design and execute high-impact demand generation strategies, orchestrate integrated regional marketing programs, and manage a multidisciplinary team responsible for field marketing, partner marketing, regional events, and co-marketing with top technology partners.This role requires a strategic operator with a strong bias for measurable outcomes — someone who can translate business goals into regional GTM actions, optimize a sizable budget, and collaborate seamlessly with Sales, Partner Management, Product Marketing, and Revenue Operations.
Marketing Strategy & Executive Leadership
Develop the annual and quarterly U.S. field and partner marketing plans, ensuring alignment with SHI’s GTM strategy and partner ecosystem priorities.
Own a multimillion-dollar budget, manage quarterly investment decisions, and maximize ROI for SHI-funded and partner-funded programs (including MDF/JMF).
Set the vision and multi-year strategy for enterprise, strategic and global business units, field marketing, and partner marketing functions to drive pipeline, revenue, and account expansion.
Partner with Sales teams to drive shared pipeline accountability and integrated execution.
Serve as a key member of the marketing leadership team, contributing to overall GTM, planning, budgeting, and transformation initiatives.
Demand Generation & Pipeline Growth
Build and execute U.S. field and partner demand generation strategies aligned to revenue goals, sales priorities, and regional market opportunities.
Drive measurable pipeline growth across segments (Enterprise, Global, and Public Sector) through targeted campaigns, partner led initiatives, ABM programs, and regional activation.
Partner with Sales and RevOps to define KPIs, track pipeline performance, and improve funnel velocity.
Field Marketing Leadership
Design and execute scalable, high-impact field marketing programs, including regional events, executive engagements, roadshows, field webinars, and account-based initiatives.
Partner closely with regional sales leadership to support territory planning, pipeline creation, deal acceleration, and forecast confidence.
Ensure field initiatives are integrated with digital, ABM, and lifecycle marketing to deliver cohesive, multi-touch buyer journeys across the funnel.
Partner & Ecosystem Marketing
Build and elevate a world-class partner marketing program across strategic channel partners.
Strengthen co-marketing, co-selling, and marketplace motions to expand reach and accelerate partner-influenced revenue.
Establish scalable frameworks for partner content, campaigns, demand programs, and partner-led events.
Manage MDF strategy, governance, and optimization, ensuring investments drive high-quality pipeline and measurable ROI.
Marketing Orchestration & Execution
Lead the orchestration of cross-functional campaigns, partner initiatives, and regional events to ensure cohesive customer and partner experiences across the U.S.
Build scalable processes for campaign activation, partner co-marketing, event execution, and field enablement.
Ensure consistent standards, messaging, and reporting across regions, integrating corporate marketing, content, digital, and product marketing into unified GTM execution.
Team Leadership & Organizational Development
Lead, mentor, and grow a high-performing U.S. field and partner marketing team, including regional marketers, partner program managers, event strategists, and operations roles.
Establish clear goals, accountability, and performance metrics for the organization.
Foster a culture of collaboration, innovation, and operational excellence that aligns with SHI’s values and customer-centric mission.
Drive operational excellence through clear processes, playbooks, and cross-functional alignment.
Measurement & Analytics
Establish a rigorous performance management framework centered on pipeline, revenue influence, account expansion, partner impact, and ROI.
Collaborate closely with Marketing Analytics and Sales Operations to ensure data integrity, closed-loop reporting, and actionable insights.
Present performance results and strategic recommendations to executive leadership.
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.
Continuous Improvement: Can lead others in identifying and implementing major improvements and proactively drive continuous improvement across the organization.
Strategic Thinking: Can analyze complex situations, drive organizational transformation, and adapt strategies to changing market conditions.
Problem-Solving: Can lead strategic problem-solving initiatives, inspire others to improve their problem-solving skills, and foster a culture of proactive problem-solving.
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.
Decision-Making: Can lead organizational decision-making, mentor others in developing decision-making skills, and create frameworks that enhance the decision-making capabilities of the team.
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.
Relationship Building: Can lead strategic collaborations, inspire others to build relationships, and foster a culture of teamwork and mutual respect.
Skill Level Requirements
Comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes. - Expert
Ability to oversee and direct projects to completion, ensuring goals are met, resources are utilized efficiently, and stakeholders are satisfied. - Expert
The skill of securely handling sensitive data, ensuring privacy and compliance with data protection regulations. - Expert
Understanding the end-to-end process of sourcing, purchasing, and coordinating the flow of goods and services within an organization. - Expert
The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Expert
The ability to effectively manage and evaluate the performance of oneself, individuals, and teams to achieve organizational goals. - Expert
Other Requirements
Required
15+ years of B2B marketing leadership experience, with significant tenure in field marketing, partner marketing, or demand generation.
Proven success building pipeline through integrated regional and partner marketing strategies.
Strong ability to manage large budgets, evaluate ROI, and optimize spend across programs and funnel stages.
Experience leading distributed teams and managing complex cross-functional initiatives.
Deep understanding of the U.S. enterprise technology landscape and partner ecosystem (e.g., Microsoft, AWS, Dell, Cisco, Lenovo, VMware, etc.).
Exceptional communication, executive presence, and stakeholder management skills.
Ability to travel to SHI, Partner, and Customer Events
Preferred
Experience in IT services, VAR/SI, or cloud/technology environments.
Familiarity with partner funding models (MDF, JMF) and comarketing processes.
Strong analytical skills with comfort in pipeline analytics, forecasting, and marketing performance dashboards.
Success Indicators
Sustained YoY pipeline growth directly attributable to U.S. field and partner programs.
Improved partner engagement and increased utilization of partner funding programs.
High quality, repeatable marketing motions delivered consistently across U.S. regions.
Strong alignment and satisfaction from Sales, Partner Leadership, and Product/Corporate Marketing.
A high-performing, motivated, and scalable marketing organization.
The estimated annual pay range for this position is $200,000k - $350,000k, 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