Job Description: Reporting Structure:
- This role reports to the company's EVP, with a dotted line reporting to the COO and President.
Overall Responsibilities:
- Manage a team of 20 including mixed seniority account managers and acquisition reps and their associated inside support personnel.
- Grow revenue and associated profitability through directing the activities of our existing sales staff and recruiting additional team members.
- Provide guidance to Sales Executives and Sales Development Resources (SDR's) so that they can exceed their stated target quotas.
- Work with management to define our go to market strategy and improve operational procedures in the sales unit.
- Work with the marketing unit to further the company's vertical market and geographic presence. Assign leads to and follow up on sales team members provided with these leads .
- Work with our core vendor partners to enhance the company's presence and reputation with these partners, ultimately resulting in better relationships and additional business opportunities for the company and our sales staff.
- Work with sales team members and other support staff in pre-sales engineering and service delivery to ensure RFP responses meet requirements and are positioned to win in the marketplace.
- Work with sales teams and management to negotiate favorable, profitable terms on closed deals.
Required Background, Skills and Accomplishments:
- Intimate knowledge of the IT reseller eco-system, with at least 3-5 years of successful management of at least 10 sales representatives utilizing a team-oriented matrix approach. Matrix approach means working with engineering and finance to maximize close ratios and deal profitability.
- Demonstrated success in managing sales teams chartered with acquiring new accounts and growing existing accounts is a must.
- Core knowledge and demonstrated success in at least two of the following areas:
- Hybrid data center technologies including traditional on-premise data centers and cloud platforms such as MS Azure and AWS.
- Networking technologies and network security and associated software management platforms
- Management and optimized deployment of End client compute platforms (ie. Office Productivity applications such as MS365, Windows Desktop, Devices, Cloud delivered Virtual Desktop)
- Specific vertical market expertise in at least one of the following: 1) Healthcare providers, 2) Commercial mid-market and enterprise or 3) public sector in SLED or Federal markets.