Area Sales Director - West

Job Function

Sales

The role

Job Summary

As a Sales Leader at SoftwareOne, you will be responsible for leading and managing our West and Canada Corporate sales team, driving revenue growth, and fostering strong relationships with clients. This role requires a strategic thinker with a proven track record of success in technology sales, excellent leadership skills, and a passion for driving business growth.

 

The Area Sales Director is responsible for leading a team of Corporate Account Managers within a designated territory. The ASD will grow SoftwareOne’s business by driving sales across a broad range of publisher products and services, in conjunction with your team of Account Managers. The ultimate measure of success will be meeting or exceeding GP and EBITDA targets.

 

This role requires a strategic thinker with a proven track record of success in technology sales, excellent leadership skills, and a passion for driving business growth.

SoftwareOne is an AI‑forward company. We actively use AI across our business to improve productivity, decision‑making, and outcomes - and we are intentional about hiring people who are curious, hands-on, actively apply AI, and lead by example as technology continues to evolve.

The Area Sales Director must reside in the West Region.

Role & Responsibilities

• Lead, coach, and mentor the sales team to exceed targets, supporting professional development and a collaborative, high-performance culture.

• Develop and implement strategic sales plans to grow revenue and market share, with ambitious, achievable targets aligned with company goals.

• Analyze market trends, customer needs, and competitor activity to identify opportunities and challenges.

• Build and maintain strong relationships with key clients and stakeholders.

• Serve as a trusted advisor, understanding client objectives and delivering tailored solutions, guidance, and support to ensure customer satisfaction.

• Monitor sales performance, KPIs, and trends to track progress and identify improvements.

• Prepare sales reports and presentations with insights and recommendations to support senior management’s strategic decisions.

• Use CRM software to manage pipelines, track leads, and produce accurate sales forecasts.

• Partner with marketing, product development, and other teams to align sales strategy and coordinate client engagement and business development.

• Communicate SoftwareOne’s strategy, value proposition, and competitive positioning to the team, customers, partners, and prospects.

• Apply a solution-selling approach that highlights SoftwareOne’s differentiators.

What we need to see from you

What you offer

• 8+ years of client-facing experience, with a proven track record in strategic sales planning, business development, and enterprise-level account expansion.

• 3+ years in a sales leadership role, preferably in the software or technology industry, with demonstrated experience in driving revenue growth and exceeding sales targets.

• Strong understanding of software licensing, ITAM, Cloud & Application services, FinOps and/or Digital Workplace required

• Familiarity with CRM (Customer Relationship Management) software and sales analytics tools.

• Commitment to fostering a diverse and inclusive workplace.

• Demonstrated experience using AI in a practical, applied way — such as improving workflows, automating tasks, enabling better decision‑making, or increasing impact in prior roles. This does not require deep technical or engineering expertise in AI; we value applied use, experimenting, and a mindset of curiosity and continuous learning.

• Must be physically located in the West Region for the role.

• Travel up to 40% required

The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.

Success Criteria

• Meet/exceed assigned GP, EBITDA, and Margin as Sold (MaS) targets

• Ensure territory budget/quota is met each quarter

• Maintain minimum CSAT (Customer Sat)

• Accurate monthly and quarterly forecasting of revenue within 10%

Organizational Alignment

• Reports to the VP, Sales and has AMs as direct reports.

• Work closely with Operations, Presales, and other departments to ensure customer satisfaction and problem resolution.

What we offer 

• Generous pay with bonus structure (quarterly or bi-annual depending on the role)

• Independent environment without a lot of red tape where you are empowered to make decisions

• Substantial benefits package that includes:

• Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions plus additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness

• 401k program with employer matching 50% up to the first 10% of employee’s contributions

• Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice

• Access to EAP and concierge services plus pre-paid legal at no cost

• Abundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)

• Employee stock purchase plan

• Learning and development opportunities galore, tuition reimbursement, and much more!

• Specific to Nashville and Milwaukee-based office employees: company-paid parking

• Winning culture, inclusive environment, and friendly people all over the world

• A remote-friendly organization, with colleagues working remotely either part or full-time

Target compensation for this role will be $275-300K USD (mix of base salary and bonus). Actual offers may be higher or lower than this range and will be determined based on a variety of factors, including (but not limited to) candidates’ qualifications, experience, education, and work location.

We are not able to consider candidates residing in the state of Hawaii currently.

Why SoftwareOne?

SoftwareOne is a global software and cloud solutions provider and distributor, powered by around 12,000 people across more than 70 countries. But what really makes us SoftwareOne is our people: curious minds, different perspectives, and talented teams working together to solve real challenges and create meaningful impact. Here, you’ll have the opportunity to grow, explore new possibilities, and build a career that’s uniquely yours, while helping shape what’s next in technology.

Accommodations

SoftwareOne welcomes applicants from all backgrounds and abilities to apply. If you require reasonable adjustments at any point during the recruitment process, email us at reasonable.accommodations@softwareone.com. Please include the role for which you are applying and your country location. Someone from our organization that is not part of the decision-making process will be in touch to discuss your specific needs, and we will make every effort to accommodate you. Any information shared will be stored securely and treated in the strictest of confidence in line with GDPR.

At SoftwareOne, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. Additionally, we encourage experienced individuals that have taken an intentional career break and are now prepared to return to work to explore our SOAR program.