Director of Software Solutions

Role Overview

• Builds and brands the software solutions business for the organization, ensuring business proposition and strategy differentiates Border States from other software solutions business in the marketplace.
• Selects and leads the System Integrators that are partners in software solutions business, including defining and aligning all parties to the selection process.
• Works to gain and maintain a complete understanding of a customer’s industry; understand changes, issues, opportunities and key success factors to ensure we provide value-added services that differentiate Border States from competitors.
• Oversees the development, execution, and compliance of co-managed objectives of software reseller appointments.
• Manages the sale of the software, hardware installation of each solution, and coordination with the overall company to ensure success and customer satisfaction.
• Responsible for the management of all customer contracts, ensuring adherence to company policy.
• Supports defining and articulating the vision, mission, and long-term strategic roadmap for business unit.
• Identifies and prioritizes target industries, customer segments, and solutions verticals aligned to market demand and offerings.
• Establishes market analysis needs to assess competitive landscape, whitespace opportunities, technology trends, and customer digital maturity levels.
• Develops and executes market entry and expansion strategies to ensure scalable and sustainable growth.
• Establishes services and solutions portfolio structure, including but not limited to customers and system integrators.
• Understands how industry changes and challenges manifest within the market.
• Collaborates with company leadership and uses industry knowledge to develop and execute a sales and go-to market strategy to improve customer outcomes and business results.
• Rallies and navigates the sales force; increasing adoption and understanding of the software strategy to improve results and differentiate Border States.
• Achieve sales growth goals for assigned product categories and segments.
• Directly responsible for the growth of gross profit, gross margin % and market share within assigned area.
• Identifies, monitors, and communicates key performance metrics to the organization.
• Develops, manages performance to, and ensures accountability of a forecast for their business.
• Owns the operational and financial performance of the Software Solutions business unit, including forecasting development, expense management, and alignment of resources across integrated teams to achieve strategic and financial objectives.
• Recruits, develops, aligns, and leads the team responsible for successful execution of the strategic sales plan.
• Approves incentive compensation, base pay and quota levels for direct reports to ensure compliance with forecast results.
• Defines and supports training programs allowing staff to achieve their full potential and support company objectives.
• Develops executive level relationships with the top customers, strategic vendor partners, technology partners, and integrated suppliers.
• Monitors customer, market, and competitive activity and provides feedback to company leadership team and other regional team members.

Requirements

• Bachelor’s degree in engineering, business, marketing, or related discipline preferred, or equivalent, relevant work experience.
• 5-10 years of proven sales leadership in the software business space with specific experience in software sales in the manufacturing and end user space.
• 5-10 years of experience successfully implementing and working with System Integrators.
• Previous leadership experience required.
• Leverages enterprise systems, data, and analytics to inform strategic decisions and drive business performance.
• Strong working knowledge in Microsoft Office and SAP.

Benefits

• Health, Dental and Vision Benefits
• Accident, Critical Illness, Hospital Indemnity
• FSA & HSA
• Employee Stock Ownership Plan (ESOP)
• Disability Benefits
• 401(k) Retirement Plan
• Life Insurance
• Employee Assistance Program
• Paid Holidays
• Paid Volunteer Time
• Personal Leave time and more!