Zones, Inc
Director, Sales Licensing Executive
Pay$120000.00 - $150000.00 / year
LocationAuburn/Washington
Employment typeFull-Time
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Job Description
- Req#: oMpOvfwe?nl=1
- 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.
- Ensure that License Executives (LEu2019s) and License Advisors (LAu2019s) 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 LEu2019s and LAu2019s 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
- Understand andu00A0have the ability tou00A0articulate 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.
- 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
- 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 Zonesu2019 competitorsu2019 capabilities and be able to articulate those capabilities pertaining to tools, automation, services, pricing and solutions
- 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 u00A0
Company Overview:u00A0When 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, thereu2019s really only one: Zones u2013 First Choice for IT.TMu00A0u00A0Zones 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.u00A0Position Overview:u00A0The 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.u00A0We 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.u00A0 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.u00A0What youu2019ll do as the Director of Software Sales: u00A0The 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.u00A0Set direction to guide and execute the go-to-market strategies for all software categories of responsibility to attain software growth targets.Achieve aggregate revenue and profitability growth objectives for all software categories of responsibility by ensuring that you team do the following: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.Be a leader in the PPM organization; provide coaching and development for team members:Serve as a thought leader for all categories of responsibility:What you bring:u00A0Qualified candidates can expect a salary range of $120,000 - $150,000 + bonus.u00A0#LI-EB1 u00A0#LI-Remote u00A0u00A0Zones offers a comprehensive Benefits package
While weu2019re committed to providing top-tier solutions, weu2019re 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.u00A0 u00A0
At Zones, work is more than a job u2013 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 youu2019re interested in working on the cutting edge of IT innovation, sales, engineering, operations, administration, and more, Zones is the place for you!u00A0 u00A0u00A0All 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. u00A0u00A0Zones participates in E-Verify. E-Verify is a system that compares information from a team memberu2019s Form I-9 to federal records to confirm their eligibility to work in the United States. u00A0u00A0About the company
Zones provides comprehensive IT solutions to customers across the country and around the world. And we do it extremely well. In fact, we've taken pride in becoming experts in all things tech for more than 30 years. But we don't do it alone. We collaborate with industry-leading partners who help us deliver customizable solutions and positive business outcomes to meet the needs of those we serve.