The posting
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’s Solution Marketers are storytellers who simplify complex concepts, craft compelling narratives, and highlight customer outcomes to drive go-to-market success.
The Solution Marketing Manager, Software & Cloud drives the positioning and go-to-market activation of SHI’s software and cloud portfolio. This role translates complex licensing, cloud platform, professional services, managed services, and partner capabilities into compelling customer outcomes, differentiated narratives, and sales-ready solutions that accelerate pipeline growth, adoption, and revenue.
This role partners with Software & Cloud business leaders, hyperscaler and strategic software teams, technical experts, sales, and cross-functional marketing teams to develop solution offerings. The Solution Marketing Manager shapes market-facing messaging, activates launches, and uses customer and market insights to keep SHI’s portfolio relevant, competitive, and aligned with buyer needs.
The role requires demonstrated experience marketing hyperscaler solutions and services, particularly Microsoft, Amazon Web Services (AWS), and Google Cloud Platform (GCP).
Role Description
Go-to-Market Leadership
- Translate executive business goals, including pipeline, growth, customer acquisition, adoption, renewal, and expansion, into performance-focused go-to-market plans.
- Develop marketing strategies for business and technical decision-makers, including CIOs, CTOs, cloud leaders, IT operations, application and data leaders, procurement, finance, architects, and partner sellers.
- Partner with Software & Cloud leadership stakeholders to understand portfolio strategy, roadmaps, partner priorities, funding and co-sell motions, and market opportunities.
- Own capability mapping, offering development support, solution positioning, and first-level strategy alignment for the pillar.
- Coordinate the Software & Cloud pillar pod, connecting solution marketing, hyperscaler partner marketing, campaigns, content, events, creative, sales enablement, and business stakeholders around shared priorities and measurable outcomes.
Positioning and Messaging
- Define clear, customer-friendly narratives across the strategic software advisory and hyperscaler portfolio, including licensing, professional services, and managed services.
- Differentiate SHI by developing a unified software and cloud customer story focused on business value that resonates with target audiences.
- Create targeted solution playbooks and persona-specific content for economic buyers, technical buyers, procurement leaders, partner sellers, and SHI sales and overlay teams.
- Translate hyperscaler and software partner priorities and funding opportunities into consistent SHI positioning while maintaining SHI’s differentiated point of view.
Portfolio and Solution Development
- Partner with practice and technical teams to map capabilities, identify portfolio gaps, prioritize repeatable offerings, and support solution packaging and lifecycle management.
- Turn approved solution descriptions into market-ready foundations, including catalog listings, one-pagers, overview presentations, marketplace and co-sell content, and internal launch communications.
- Clarify the customer problem, outcomes, target audience, differentiation, proof points, delivery approach, and partner alignment for each prioritized offering.
- Support cross-platform and multi-cloud stories spanning Azure, AWS, and GCP while accurately reflecting internally delivered, managed, and partner-delivered capabilities.
- Maintain alignment between SHI’s internal solution catalog and external hyperscaler marketplaces or co-sell listings, where applicable.
Market Analysis
- Conduct market, competitive, partner, and customer research to monitor cloud adoption, software buying models, hyperscaler developments, AI and data platform shifts, marketplaces, consumption, commitments, renewals, and emerging customer needs.
- Translate market insights and analyst information into actionable recommendations for portfolio development, messaging, campaigns, sales readiness, and partner activation.
- Act as the voice of the customer to inform solution packaging, partner strategy, roadmap priorities, and go-to-market decisions.
- Monitor competitor positioning and ecosystem changes to identify whitespace and sharpen SHI’s differentiation.
Sales Enablement, Solution Launches, and Adoption
- Work with creative and content teams to develop high-impact marketing and sales assets, including messaging frameworks, customer journey maps, ROI stories, solution briefs, overview decks, battlecards, marketplace copy, and partner-facing materials.
- Equip SHI sales, specialist and overlay teams, pre-sales resources, and partner sellers with messaging, use cases, plays, and customer conversation guides.
- Support solution and service launches with clear handoffs, internal communications, catalog readiness, campaign inputs, partner activation, and success measurement.
- Support advocacy programs through case studies, customer success stories, win narratives, references, and proof points that demonstrate adoption and measurable value.
- Help sellers connect licensing and cloud transactions to advisory, professional, managed, and optimization services that expand customer outcomes and lifetime value.
Content and Demand Generation
- Help achieve demand generation goals by shaping integrated campaigns that create qualified pipeline for priority software, cloud, and hyperscaler solutions.
- Partner with hyperscaler marketing, campaign, content, editorial, field, and event teams to translate pillar priorities into coordinated activation across SHI-owned and partner channels.
- Develop content that resonates with IT, cloud, data, application, procurement, finance, and business leaders and guides them through the buying journey.
- Leverage major ecosystem moments, including Microsoft Ignite, AWS re:Invent, Google Cloud Next, executive briefings, webinars, and partner field programs, to amplify differentiated SHI stories and accelerate opportunity creation.
Thought Leadership and Analyst Relations
- Support software and cloud thought leadership through owned and earned media initiatives that establish SHI as a practical, outcome-focused guide across complex partner ecosystems.
- Support analyst relations and market education that strengthen SHI’s software, cloud, and hyperscaler credibility.
- Identify opportunities to connect cloud, AI, security, data, modern workplace, and spend optimization narratives into a cohesive SHI point of view.
Performance Metrics
- Define and track KPIs for positioning, content, campaigns, launches, partner activation, pipeline influence, adoption, marketplace engagement, and sales readiness.
- Use performance data, customer feedback, partner insights, and field input to continuously optimize strategies and investment priorities.
- Provide concise updates to senior leadership on key initiatives, dependencies, risks, decisions, and business outcomes.
Behaviors and Competencies
- Analytical Thinking: Synthesizes complex market, portfolio, customer, partner, and performance data into clear insights and recommendations.
- Business Acumen: Connects marketing strategy to revenue growth, pipeline, adoption, renewals, customer value, and partner objectives.
- Communication: Simplifies software, licensing, cloud, and technical concepts for diverse internal, customer, and partner audiences.
- Customer-Centric Mindset: Uses customer needs, buying dynamics, and feedback to guide positioning, packaging, and go-to-market priorities.
- Strategic Thinking: Develops and executes integrated initiatives across multiple platforms, stakeholders, and routes to market.
- Collaboration: Builds alignment across business leaders, technical experts, sales, partner teams, and marketing functions to drive decisions and action.
- Project and Goal Focus: Manages multiple priorities, dependencies, and launches with clear ownership and disciplined follow-through.
- Curiosity and Learning Agility: Maintains fluency in rapidly evolving hyperscaler platforms, partner programs, AI, cloud economics, and software buying models.
Skill Level Requirements
- Excellent copywriting and messaging ability – Intermediate to Advanced.
- Ability to understand audiences and adapt communications for executive, technical, sales, customer, and partner stakeholders – Intermediate to Advanced.
- Ability to create compelling messages that differentiate SHI across software, cloud, and services – Intermediate to Advanced.
- Ability to build go-to-market plans, messaging frameworks, solution briefs, presentations, playbooks, and campaign inputs – Intermediate to Advanced.
- Working knowledge of Microsoft, AWS, and GCP ecosystems, partner motions, marketplaces, and cloud services – Intermediate.
- Proficiency in the Microsoft 365 suite – Intermediate.
- Strong stakeholder management, facilitation, project management, time management, and organizational skills – Intermediate to Advanced.
- Ability to manage a high-volume role and multiple concurrent initiatives in a large, distributed organization – Intermediate to Advanced.
- Strong technical literacy, particularly in cloud and AI, with the ability to simplify complex concepts without sacrificing accuracy.
- Excellent written, verbal, facilitation, and presentation skills.
- Metrics-driven approach with the ability to connect marketing activity to incremental business results.
- Ability to manage multiple projects simultaneously and navigate changing priorities, dependencies, and stakeholder needs.
- Natural curiosity and empathy for customers, sellers, technical teams, and partners.
Other Requirements
- Completed bachelor’s degree or relevant work experience required.
- 3–5 years of product, services, or solutions marketing experience.
- Demonstrated experience marketing solutions or services aligned with hyperscalers such as Microsoft Azure, AWS, and GCP.
- Familiarity with strategic software partners and adjacent platforms such as ServiceNow, Adobe, data platforms, or cloud management technologies.
- Experience translating cloud platforms, licensing and consumption models, marketplaces, commitments, renewals, partner funding, and co-sell motions into customer and seller value propositions.
- Proven ability to develop comprehensive go-to-market plans and execute launches that drive awareness, partner engagement, sales readiness, and qualified pipeline.
- Position may require up to 25% travel.
Preferred
- Product, services, or solutions marketing experience within B2B technology, IT services, consulting, or solution provider environments.
The estimated annual pay range for this position is $100,000 - $130,000 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
