Associate Business Development Manager

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.

The Associate Business Development Manager - Sophos & Proofpoint serves as the primary subject-matter expert for assigned technology partners, driving partner-led growth initiatives across the sales organization. This role collaborates closely with Field Account Executives, partner representatives, and customers to identify business opportunities, support sales engagements, execute partner programs, and increase adoption of strategic partner solutions. The Associate BDM manages partner sales pipelines, facilitates deal registration programs, delivers training and enablement, and maintains strong relationships with internal stakeholders and external partners.

The ideal candidate thrives in a collaborative, team-based selling environment and stays current on industry trends, partner offerings, and certification requirements.

• Serve as the primary subject-matter expert for assigned partner products, programs, incentives, and go-to-market strategies.
• Collaborate with Field Account Executives on account planning and partner-led sales opportunities.
• Identify and develop new business opportunities through partner-focused sales initiatives and campaigns.
• Train and enable sales teams on partner solutions, programs, and customer value propositions.
• Conduct meetings with sales teams, partner representatives, and customers to position partner solutions and drive revenue growth.
• Manage and maintain a sales pipeline utilizing CRM and sales management platforms.
• Process and manage Partner Deal Registrations, strategic pricing programs, and partner incentives.
• Monitor CRM submissions and coordinate with partners to ensure timely registration, approval, and tracking of opportunities.
• Build and maintain strategic relationships with partner organizations, customers, and internal stakeholders.
• Create and maintain training materials, presentations, internal documentation, and partner-facing resources.
• Execute partner campaigns and growth initiatives in alignment with sales objectives.
• Work closely with pre-sales, post-sales, and support teams to ensure successful customer outcomes.
• Stay informed on industry trends, emerging technologies, partner offerings, certifications, and competitive positioning.
• Travel as needed to support customer meetings, partner events, and business development activities.

• Communication:
  Can effectively communicate complex ideas and information, and can adapt communication style to the audience.
• Time Management:
  Can generally use time effectively and is working towards improving task prioritization and deadline management.
• Self-Development:
  Can set personal development goals and take steps to achieve them.
• Strategic Thinking:
  Can contribute to the development of strategic plans and initiatives.
• Decision-Making:
  Can evaluate options, consider potential outcomes, and make well-informed decisions that reflect an understanding of the impact.
• Professionalism:
  Can identify opportunities for improvement, propose solutions, and take action to enhance professional conduct without explicit instructions.
• Interpersonal
  
  Skills:
  
  Can communicate effectively, build relationships, and resolve conflicts with others in moderate situations.
• Self-Motivation:
  Can identify personal or professional growth opportunities, propose self-improvement strategies, and take action without explicit instructions.
• Performance Management:
  Can set personal and…