Director of Sales Management

Shelby American, Inc.; San Diego (CA); Remote; USD 115,000 - 145,000; Full time

Job summary

Join a forward-thinking company as the Director of Sales Management, where you will lead a dynamic sales team to drive growth and innovation. This role emphasizes a consultative approach, fostering strong relationships with clients while leveraging cutting-edge technologies in AI and automation. You will be responsible for developing strategic sales initiatives, mentoring team members, and ensuring the success of our sales operations. With a focus on collaboration and excellence, this position offers the opportunity to make a significant impact in a thriving organization. If you are a strategic thinker with a passion for sales and leadership, this is the perfect opportunity for you.

Benefits

PTO - up to 20 days after 3 years

401k with company match

Medical, Dental, Vision insurance

Telemedicine options

$100K Life/AD&D policy

Employee Assistance Program

$80/Month Cell Phone + Internet Reimbursement

Paid Holidays

Floating Holiday

Qualifications

• Proven experience leading sales teams to achieve significant revenue growth.
• Strong analytical skills to develop effective sales strategies.

Responsibilities

• Lead and mentor a team of sales professionals to exceed revenue targets.
• Develop and implement effective sales strategies and pricing models.

Skills

Sales Strategy Development

Consultative Sales

Analytical Thinking

Coaching and Mentoring

Communication Skills

Negotiation Skills

Customer Relationship Management

Education

Bachelor's Degree

10+ years of sales experience

Tools

HubSpot

PowerBI

Microsoft Office Suite

Job description

We are laser focused on delivering quality and excellence to our clients for their technology modernization needs, business and technology strategy, and cloud transformation initiatives. We are a nationally recognized Microsoft Partner of the Year and the largest, leading IT service provider headquartered in San Diego. As a Top 1% Microsoft Cloud Solution Provider, with engineers that individually hold over 38 Microsoft certifications, our clients trust us because we are the experts!

The value you'll bring:

The Director of Sales Management is a strategic leader of Managed Solution’s sales/presales teams, scaling our national services by exceeding goals and increasing profitable revenue across our line of services, including Microsoft Managed Services, Professional Services, and Cloud & Procurement Services. The Director of Sales Management will nurture the success of our growing business by fostering a sales/presales team focused on a consultative, business-minded approach to customers and partners, developing strong, collaborative relationships built on trust and authoritative knowledge of our service offerings, and leveraging the latest technologies in AI, automation, and user productivity.

Essential Duties and Responsibilities:

• Leverage data-driven, analytical, and strategic thinking to build an effective sales/presales strategy in conjunction with the CEO and in alignment with the marketing strategy, services, and objectives of the organization.
• Leading an effective team of outside/inside sales representatives, account managers, channel partner managers, and presales engineers/architects in successfully meeting/exceeding targets for revenue growth across the company’s lines of business with an emphasis on recurring revenue streams.
• Accountable for ensuring consistency among the team in meeting/exceeding revenue targets, quota retirement, sales pipeline goals, activity KPIs, and other established metrics for success, as set in coordination with the CEO.
• Coaches, counsels, and mentors team members in all aspects of sales effectiveness, including the art of the initial impression with prospects/partners, flexible thinking to identify opportunities, consultative/solutions sales strategies, etc.
• Supports the success of the presales/sales team throughout the sales cycle, including sales agreement review/development.
• In coordination with the Director of Finance and CEO, and in alignment with the COO, builds pricing models and solution packages for Managed Solution services.
• Develops go-to-market plans and strategies aligned with customer needs, operational strategies, and company revenue targets.
• Coordinates with marketing and oversees sales team activities related to produce a robust lead generation and nurturing effort.
• Oversees a robust Channel Partner program, including the development of relationships with key partners, with the aim of generating leads and strategic revenue for the company.
• Maintains pulse on Managed Solution services, sales/marketing business intelligence, customer feedback, and the competitive landscape, as well as a deep understanding of economic and technology trends, to inform recommendations regarding service strategy, pricing strategy, commission models, etc.
• Anticipates consumer needs in designing go-to-market strategies and recommending solutions/services.
• Maintains a strong organizational and client awareness to intervene as necessary to support resolution of client concerns related to service delivery.
• Acts as a key ambassador of Managed Solution’s mission, as well as a key advocate on behalf of customers. Acts as an executive sponsor within the sales cycle.
• Develops comprehensive sales training programs regarding Managed Solution products/services, operating procedures, tools, and value propositions.
• Monitors, tracks, and manages sales team KPIs, metrics, and goals within the company CRM and builds a culture of support and accountability.
• With sales team members, monitors customer satisfaction within the account base and develops mitigation responses for clients at-risk to maintain recurring revenue streams and positive client relationships.
• Creates and presents reports related to sales activity, goal attainment, etc, leveraging PowerBI, Hubspot Dashboards and other KPI metrics to quantify success revenue efforts.
• Facilitates success within the team through coaching and development aimed at upskilling and retaining top talent.
• In coordination with Human Resources, as needed, manages performance improvement processes for team members who aren’t meeting expectations.
• Engages a remote, geographically distributed sales/presales team with daily huddles, interactive meetings, and group challenges.
• Maintains accurate and on-time forecast reporting.
• Attends sales meetings, conferences, trade shows, and networking events to engage with the industry.
• Performs all related duties as assigned by CEO.

Requirements:

• Demonstrated proficiency with typical productivity and business applications (Microsoft Outlook, Teams, PowerPoint, Excel, etc.)
• Advanced proficiency in CRM tool administration, including reporting functions, workflows, etc. (HubSpot strongly preferred)
• Proficiency in leveraging business intelligence tools such as PowerBI to analyze data sets
• Strong proficiency in contracts management tools (PandaDocs preferred)

Work and Educational Experience:

• Demonstrated experience leading a sales team to successfully scale a mid-size organization to 2-3x revenue goals, to at least $35M in annual revenue is highly desired.
• 10+ years’ of sales experience, including 3+ years of demonstrated success in a consultative/solutions/services sales environment, ideally within a Managed Service Provider or VAR. Equivalent combinations of education/experience will be considered, though 1+ years of experience in a leadership or individual contributor capacity within a services/solutions sale environment is required.
• Demonstrated experience quickly ramping on organizations’ services and technology portfolios and meeting individual/team sales goals on a consistent basis.
• Demonstrated experience in building effective sales strategies, compelling compensation plans, pricing models, and other sales processes to drive team success.
• Excellent verbal and written English communication skills, including strong presentation and relationship-building skills with internal and external stakeholders. Exceptional listening, negotiation, and presentation skills required. Demonstrated ability to influence others.
• Must be able to work under pressure, meet goals, and follow deadlines, while maintaining a positive attitude and providing exemplary customer service.

This individual is responsible for hiring, coaching, and developing sales/presales team members, overseeing outside/inside sales representatives, account managers, channel partner managers, and presales engineers/architects. They will need to demonstrate effective communication, conflict management, and performance management skills and will be responsible for hiring/firing decisions related to assigned reports, in coordination with Human Resources and company policies.

Shift + Availability: Monday through Friday, hours to be agreed upon based on Company needs. Presence at Company events, client meetings, conferences, and other activities may require occasional work mornings, evenings, and/or weekends. Company operates in Pacific Time Zone, though some scheduling flexibility may be offered for employees in other regions. Managed Solution operates a 24x7x365 business and, in this position, you may be required to perform work outside of your normal business hours (including weekends and nights) as needed to support our clients and teams.

Work Location/Remote Status: This position is eligible for remote work, within a state where Managed Solution has payroll operations. Employees will work from a home office within an assigned state. Your presence at our company headquarters in San Diego, CA; at meetings/conferences/off-site events; at client locations; or elsewhere, may be required on occasion.

Physical Requirements:

Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards. Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state and local standards. The essential functions of this job require: the ability to frequently sit and stand for long periods of time; to climb and balance; to stoop, kneel, crouch, crawl, or bend; to manipulate objects with fine and gross motor skills; to frequently lift and maneuver 5 pound objects; to communicate in written and spoken English, including over the phone; to hear; to utilize close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus. Managed Solution is an equal opportunity employer and will consider qualified applicants who can perform the essential functions of the job, with or without reasonable accommodation.

Federal law requires all employers to verify the identity and employment eligibility of all persons hired to work in the United States. Managed Solution participates in the federal E-Verify program to validate the authenticity of work eligibility documents. For more information, see https://www.uscis.gov/e-verify.

Base Wage Range: $115,000 to $145,000 per year (plus incentive compensation)

Managed Solution considers a range of factors when determining an appropriate wage. Such factors include but are not limited to: years of related experience, industry knowledge, formal education, relevant certifications, and geographic location. Candidates should note that it is not typical for new hires to enter a position at the highest end of a position’s pay range. Wages are paid as earned and in accordance with Company policies.

Incentive Compensation Plan: This position is eligible for incentive compensation in accordance with its respective plan and Company policy. Details available during the interview process.

• PTO – earn up to 10 days in year 1; 15 days in year 2; and 20 days in years 3+
• 40 hours of Sick Time per calendar year
• 401k – Eligibility after 90 days; Managed Solution matches 50% of your first 6% in contributions, starting after 90 days
• Holidays – Managed Solution celebrates 7 paid holidays each year
• Plus, 1 Floating Holiday per Year… and 2 After 5 Years of Service!
• Medical, Dental, Vision – Managed Solution pays 80% of the employee cost on the base plan + 15% of dependent costs on the base plan (Optional Flexible Spending Account for eligible Health Care or Dependent Care costs)
• Telemedicine options: “see” a medical provider from anywhere, over the phone, 24/7
• $100K Life/AD&D policy provided for all employees, free of charge!
• Employee Assistance Program – free financial consultation; counseling services; 24/7 traveler’s assistance; and more!
• $80/Month Cell Phone + Internet Reimbursement

*All Company compensation and benefits programs are subject to Company policy and plan documents and are subject to change at Company’s sole discretion. Some programs may differ based on eligibility/availability/regulations in an employee's home state or locale.

Why our employees love working here:

We believe our strength comes from our differences, and we are committed to fostering and promoting a culture of diversity and inclusion. We believe our team and our community are our greatest assets and we strive to promote both. From providing our employees the time to pursue Microsoft certifications, to supporting and partnering with multiple non-profit organizations, we believe this is where healthy and happy employees thrive.

As we grow, we are anchored and driven by our Core Values: I <3 IT!

• Integrity – We demonstrate consistent, trustworthy behavior. We are honest with everyone, take ownership (even in the face of failure), and do the right thing... even when no one is looking.
• Heart – We show genuine care for our community, our customers, and our culture. We believe people are at the heart of IT! We are authentic, inclusive, and take time to celebrate and enjoy one another's company.
• Innovation – We cultivate a diverse work environment and forward-thinking business by supporting an open exchange of ideas, driven by creativity and collaboration. We're dedicated to consistently delivering excellence through a ‘yes- to- what’s-next’ attitude.
• Teamwork – We work together and support one another to achieve a clear, common goal, while taking accountability for our own contributions and the overall team's success.

Inclusion & Equal opportunity employment:

We are an equal opportunity employer committed to Diversity, Inclusion & Belonging. Individuals seeking employment at Managed Solution are considered without regard to any protected category including but not limited to, race, color, religion, national origin, age, sex, marital status, ancestry, disability, veteran status, gender identity or sexual orientation. At Managed Solution we are dedicated to building a diverse, inclusive, and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

Application Information and Hiring Timeline:

The initial application window will be through February 28, 2025. If this posting remains open beyond that date, Managed Solution may have extended the application window or may be collecting resumes for potential future openings. If you have questions regarding the status of this posting, please contact [e-mail].