Sales Director - IT Infrastructure

Our client, a leading Microsoft, Citrix, VMware partner, is seeking a Sales Director to join their team in Detroit metro area. Need to have a background in the IT Infrastructure space and experience selling Microsoft, Citrix, VMware, etc.


This individual primary responsibility is overseeing the development and performance of all sales activities in the market. He/She will staff and direct a sales team and provide leadership towards the achievement of maximum profitability and growth in line with company vision and values. The Sales Director needs to develop a successful team by having a focus in targeted recruitment and effective training and skill development. In addition, the Sales Director will strategically manage vendor relationships and sell effectively to meet individual and team sales objectives.


Principal Duties and Responsibilities:


Oversees the daily operations of the sales team to ensure goals and objectives are being met.

* Establish account lists and align sales territories.

* Ensures strategic account plans are developed and completed for top accounts in region.

* Monitors all sales activities within the team to ensure satisfactory account management performance is being consistently maintained and goals and objectives are being met.

* Reviews all current projects to include; invoicing, project milestones, and performance to ensure we are maximizing our sales efforts and meeting quarterly performance objectives.

* Achieves sales and marketing goals by working effectively with internal and external partners.

* Creates and maintains client relationships within the customer base to include; meetings with manufacturers, customers, and vendors to continue and enhance the business and make us the partner of choice.

* Provides RFP assistance and direction to sales and engineering team.

* Approve timecards and expense reports for direct reports in accordance with specified budgets and company policies and procedures.


Sales Execution


* Executes sales strategy by identifying customer needs and selling the appropriate services.

* Develops business through multiple marketing and sales techniques including but not limited to cold calling, conducting in person meetings, and partnering with vendors or manufactures.

Maintains a targeted understanding of customers? business showing the ability to establish customer needs, buying cycles, and creating strong relationships to effectively drive sales and repeat business.

* Ability to create a strategic plan with the customer’s executive staff to add value to the customer business and develop a sales plan to meet the customers and strategic need.


Account Management


Meets or exceeds annual sales top line revenue and margin goals as defined by management.

* Manages individual sales objectives to include sales orders and billing activities to support quarterly goals.

* Manages on-going customer account maintenance to include, updating account information in internal systems and resolving customer satisfaction issues.

* Works with inside sales team to ensure that quotes are provided and order requests are processed accurately.

* Works with engineering team to accurately scope projects.

* Maintains relationships with all levels of customer contacts, but has a focus to maintain executive level (Director and above) relationships.

* Manage past due invoice resolution with accounting to ensure proper collections.


Required Skills


* Excellent oral and written communication skills

* Presentation and public speaking skills

* Mentoring/coaching skills

* Customer focused

* Knowledge of basic economic and accounting principles and practices.

* Knowledge of administration and management principles, specifically in; strategic planning, resource allocation, leadership technique, and coordination of people and resources.

* Knowledge of human resource principles and procedures to include; personnel recruitment, selection, training, and development.

* Ability to work closely and effectively with members across departments and at all levels of the organization.


Required Experience


* Bachelor’s degree or equivalent experience and/or military experience

Experience building sales teams

* Minimum of Seven (7) years of experience in outside technology sales experience required

* Five (5) years of experience in technology sales management is preferred

* Experience with compute, storage and network technologies in complex organizations

* Proven leadership and ability to drive sales team


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