Director, Modern Solutions BU

1 week ago

Mississauga, Ontario, Canada D&H Distributing Full time
Director, Modern Solutions Business Unit

The Sales Director of Modern Solutions Business Unit is in charge of establishing and executing a sales strategy to reach financial goals for designated lines of business supported by the Modern Solutions BU. This role involves managing a team of sales specialists, business development representatives, and vendor management professionals, collaborating within the D&H Modern Solutions BU (in the US and Canada) and across departments within the broader D&H organization to develop and implement strategic business plans and sales campaigns to achieve business targets. Key skills needed include personnel development, effective communication, executive presence, sales process expertise, operational proficiency, financial acumen, collaboration skills, and a strong understanding of technical and service business models. The incumbent will engage directly with partners to boost revenue, make presentations, and secure business for D&H.

Essential Duties and Responsibilities
  • Team Development: Establish and manage a first-rate sales team by offering continuous education through joint-selling initiatives, group training, and individual coaching on cloud technology, sales best practices, and opportunity management guidance.
  • Quota Setting and Achievement: Perform financial analysis to establish and achieve assigned quota targets and strategic objectives consistently.
  • Campaign Selling: Collaborate with vendor management to comprehend business plans, design sales campaigns, provide necessary materials, train the sales team, and drive execution to meet campaign goals.
  • Strategic Relationships: Identify and help develop strategic partnerships with existing or potential partners capable of generating significant revenue opportunities for D&H.
  • Collaboration: Work closely with the D&H sales organization, other departments, and targeted vendor resources to coordinate, develop, and execute strategic business plans to achieve revenue goals within the assigned territory.
  • Partner Transformation: Influence partner transformation and adoption of new business models and solutions related to cloud computing and associated technologies.
  • Communication: Clearly articulate the D&H Cloud & Services BU strategy and value proposition to partners, internally, and at D&H and industry events to drive internal and external transformation.
  • Partner Management: Document critical partner information and opportunities, establish a sufficient pipeline to achieve revenue objectives, conduct tactical outreach, and ensure necessary steps are taken to secure new business.
  • Financial Planning and Forecasting: Engage in the annual budget process and ensure the vendor business meets its financial goals monthly and quarterly. Provide accurate sales forecasting to the D&H leadership team.
  • Operations: Develop and implement an operational plan focused on driving efficiency and providing value to vendors and customers, enabling long-term sustainable growth.
  • Vendor Relations: Establish and maintain relationships with key vendors to collaborate on business plans and explore new partner opportunities.
  • Leadership: Interact with the D&H leadership team to give feedback, identify opportunities for process improvement, and assist in the skill development of team members within the D&H Cloud & Services BU.
  • Technical and Services Acumen: Maintain a high level of business and technical acumen related to cloud technology, managed and professional technology services, security, unified communications, and other specialized and emerging technologies. Understand the channel business models associated with each technology.
  • Results: Demonstrate a strong drive for results and success, exhibit a sense of urgency in achieving outcomes and exceeding expectations, persist in the face of obstacles, setbacks, and competition.
  • Culture: Foster a culture of high energy, creativity, leadership, timeliness, professionalism, a thirst for continual learning, and a willingness to contribute to ongoing enhancement.
  • Professionalism: Represent D&H in a professional manner during daily interactions with customers and vendors, and adhere to company policies, procedures, and ethical standards.
Supervisory Responsibilities

This role will oversee managers and individual contributors.

Knowledge, Skills, and Abilities
  • Basic understanding of Microsoft Office, CRM, and other office productivity software.
  • Demonstrated experience in IT prospecting, business development, and sales management.
  • Expertise in cross-functional team leadership, sales pipeline management, and organizational skills.
  • Excellent presentation and communication skills, both over the phone and in person.
  • Strong technical knowledge and comprehension of cloud and managed service provider business models.
  • Effective negotiation skills and a proven ability to secure new business opportunities.
  • Capability to design operational processes.
  • Analytical and problem-solving capabilities.
  • Creative thinking to develop joint value propositions.
  • Executive presence and proficiency in conducting professional meetings.
  • Self-motivated with strong time management abilities.
  • Results-driven with expertise in financial forecasting.
  • Ability to qualify and prioritize business opportunities.
  • Orientation towards process improvement.
  • Experience in business transformation with the capability to drive organizational change.
  • 5+ years of experience in developing and managing a technology sales team.
Education and/or Experience
  • Leadership background demonstrating the ability to cultivate, inspire, and manage a sales team.
  • Bachelor's Degree in Business or equivalent industry experience.
  • 5+ years of experience in developing and managing a technology sales team.

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