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Description

Position at Zones LLC.

Company Overview:

When it comes to IT solution providers, there are a lot of choices. But when it comes to providers with innovative and differentiating end-to-end service offerings, there’s really only one: Zones – First Choice for IT.^TM

Zones is a Global Solution Provider of end-to-end IT solutions with an unmatched supply chain. Positioned to be the IT partner you need, Zones, a Minority Business Enterprise (MBE) in business for over 35 years, specializes in Digital Workplace, Cloud & Data Center, Networking, Security, and Managed/Professional/Staffing services. Operating in more than 120 countries, leveraging a robust portfolio, and utilizing the highest certification levels from key partners, including Microsoft, Apple, Cisco, Lenovo, Adobe, and more, Zones has mastered the science of building digital infrastructures that change the way business does business ensuring whatever they need, they can Consider IT Done. Follow Zones, LLC on Twitter @Zones, and LinkedIn and Facebook.

Position Overview:

The Director Software Sales is a PPM Director position that leads a sales overlay team of Licensing Executives and Licensing Advisors, to land, and expand software sales and solutions. This is a rewarding opportunity to work with one of the leading IT companies in the world. You will be responsible for building the comprehensive Go-To-Market strategy to increase software sales across all of Zones software partners with the goal of landing and expanding net new software sales, while staying ahead of market dynamics and partner changes. You will build and identify additional opportunities by fostering and expanding on customer and partner relationships, cultivating additional revenue opportunities and collaborating with our Sales and Technical sales divisions.

We will expect you to achieve aggregate revenue growth, margin, and profitability objectives, effectively manage all key financial metrics, and ensure your teams perform the same tasks. You will be responsible for staying on top of new market solutions, defining, and adapting the software strategy to ensure Zones have the right software partner mix and offerings based on customer demand and partner focus. You will work with Sales Enablement to ensure sales, and your team have the proper training to succeed in selling our software solutions based on customer outcomes. This role requires rapid adaptability to pivot based on market conditions to ensure profitability and that we are taking advantage of partner rebates and incentives. Additionally, this role requires working with pre-sales and our cloud team to drive your team to execution with key cloud and software strategies, and institute repeatable factory like sales motions across the entire line. Along the way, you will support your team by providing leadership, coaching, and development opportunities.

What you’ll do as the Director of Software Sales:

The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Set direction to guide and execute the go-to-market strategies for all software categories of responsibility to attain software growth targets.

Establish and execute best in class go-to-market strategy for the software category
Establish Managed/Strategic Partners
Develop strong channel relationships and executive engagement
Work across categories where partner relationships span multiple categories to maximize vendor exposure and growth/profitability
Develop, execute, and oversee procedures and best practices to expand software sales and increase customer margin
Lead team to attain and exceed software sales and margin targets
Work with PPM to exceed key managed software partner targets to exceed VIR and rebates.

Achieve aggregate revenue and profitability growth objectives for all software categories of responsibility by ensuring that you team do the following:

Ensure that License Executives (LE’s) and License Advisors (LA’s) promote and manage high-velocity software partners and solutions on a daily basis
Work closely with the Revenue and Retention team to ensure customers are adopting and renewing software.
Utilize Zones Marketing vehicles to create a broad awareness campaign to drive customer acquisition and development through Zones channels (SMB, Mid-Market, Enterprise, Healthcare and Public Sector)
Drive margin-enhancing programs within the Sales organization (Deal Registration, Promotional offers/discounts, and Bid Pricing programs.)
Ensure LE’s and LA’s are properly enabling Sales via education
Create and assign annual quotes and targets to team and perform performance management to ensure team is hitting targets
Serve as escalation point for any communication challenges

Serve as escalation point for management of key financial metrics and category assets within the software category; ensure that Category Managers are able to demonstrate competency regarding key financial metrics and category assets.

Understand and have the ability to articulate YTD, QTD and MTD financial results for the software category and each individual partner that makes up the category
Ensure team is selling across the entire software category stack including services and solutions.

Be a leader in the PPM organization; provide coaching and development for team members:

Evaluate talent and make hiring decisions to support Zones growth initiatives and culture
Develop and train teams to develop deeper and wide relationships with assigned accounts and train them on how to sell to customer outcomes.
Establish/Improve cross-departmental relationships to drive efficiency and collaboration

Serve as a thought leader for all categories of responsibility:

Leverage expertise to ensure team continue to enhance their knowledge of industry trends and respond appropriately to changing industry dynamics
Lead development of new Zones strategies in response to industry evolution
Understand Zones’ competitors’ capabilities and be able to articulate those capabilities pertaining to tools, automation, services, pricing and solutions

What you bring:

BA/BS in Business, IT, or a related field
Advanced degree preferred
8+ years required of experience in IT and software sales and services to small, medium, and large organizations
8+ years required of experience in hiring, inspiring, and managing employees
Knowledge about the IT reseller environment and familiarity with mechanics of partner marketing programs: Market Development Funds (MDF), rebates, special pricing; deal registration, etc.
A solid understanding of IT solutions and a history of creating highly successful product marketing programs and business plans
A working knowledge of sales processes and selling techniques for the SMB, mid-market, Enterprise, and public-sector segments
Demonstrated ability to develop and nurture relationships across all levels of an organization
Exceptional verbal and written communication skills with the ability to address large and diverse audiences

Qualified candidates can expect a salary range of $120,000 - $150,000 + bonus.

#LI-EB1

#LI-Remote

Zones offers a comprehensive Benefits package

While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our team members enjoy a variety of comprehensive benefits, including medical, dental and vision coverage, life insurance, disability insurance, a 401(k) plan with matching provision, and many more. Generally, Zones currently offers paid time off and personal sick leave in compliance to individual state requirements.

At Zones, work is more than a job – it is an exciting career on a global team that is client centric, has a passion for technology, embraces change and lifelong learning in a collaborative culture. And as a Minority Business Enterprise, a Corporate Plus member of the Northwest Minority Supplier Development Council, and an Equal Employment Opportunity Employer, our community is just as diverse. If you’re interested in working on the cutting edge of IT innovation, sales, engineering, operations, administration, and more, Zones is the place for you!

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status or on the basis of disability.

Zones participates in E-Verify. E-Verify is a system that compares information from a team member’s Form I-9 to federal records to confirm their eligibility to work in the United States.

Director, Sales Licensing Executive

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