Sales Manager, Services & Advanced Solutions+

Sales Manager, Services & Advanced Solutions+

This is a hybrid role that can be based in either Harrisburg, PA or Clearwater, FL areas.

D&H is growing! Join 100+ year old Employee-Owned technology distributor, offering end-to-end solutions for today's resellers, retailers, and the clients they serve across the SMB and Consumer markets.

• We are empowered by our employee Co-Owners who provide the industry’s best service, and we promote a collaborative culture.
• We offer an Employee Stock Ownership Plan, 401k, Paid Time Off, Medical, Prescription, Dental and Vision benefits as well as Gym Reimbursement, Work from Home Reimbursement, Employee Purchase Program, Tuition Assistance and much more!
• As a D&H Co-Owner you receive numerous discounts on services.
• We feel strongly about giving back to the community and promoting sustainable, eco-friendly business practices.

Summary:

The Services & Advanced Solutions+ Sales Manager is responsible for developing and leading a high-performing team of sales professionals to achieve revenue targets, key business metrics, and strategic objectives for the D&H Services & Advanced Solutions+ Business Unit.

As a subject matter expert in both professional services and managed services and associated recurring-revenue business models, the Sales Manager leads a campaign-based selling approach focused on partner transformation, pipeline development, opportunity advancement, and revenue growth.

The Sales Manager works cross-functionally within the Advanced Solutions+ Business Unit and across the broader D&H commercial & consumer sales organization to develop and execute strategic business plans, sales campaigns, partner enablement initiatives, and go-to-market programs aligned with priority market segments and solution categories.

Essential Duties and Responsibilities:

• Team Development. Develop and lead a world-class sales team through joint-selling engagements, group training, individual coaching, performance management, and continuous education focused on services-led selling, opportunity management, and sales best practices.
• Revenue Ownership. Own and achieve the Services & Advanced Solutions+ Annual Operating Plan, including assigned revenue commitments, profitability objectives, business metrics, and strategic growth targets.
• Productivity Metrics and KPIs. Establish, monitor, and manage team productivity metrics and key performance indicators. Leading indicators include calls, partner meetings, discovery sessions, opportunity creation, proposals, and quotes. Lagging indicators include won opportunities, services revenue, recurring revenue growth, gross profit, and AOP attainment.
• Opportunity Qualification. Drive consistent pipeline and opportunity-management discipline through the use of established sales qualification methodologies, including BANT and MEDDPICC. Ensure opportunities are properly qualified, documented, prioritized, advanced, and forecasted.
• Campaign Selling. Design and execute measurable sales campaigns in partnership with Services & Advanced Solutions+ leadership, product management, vendor management, marketing, and sales teams. Provide the required messaging, materials, training, resources, and performance reporting needed to achieve campaign objectives.
• Market Segment Strategy. Identify and prioritize D&H Target Addressable Market, or DTAM, partner segments based on services opportunity, growth potential, business maturity, and alignment with strategic solution categories.
• Segment and Solution Alignment. Align team responsibilities, sales campaigns, partner targeting, and revenue initiatives with designated market segments and solution categories.
• Partner Engagement. Maintain direct engagement with targeted and strategic partners to identify business needs, develop services opportunities, strengthen executive relationships, and accelerate the adoption of D&H professional and managed services.
• Strategic Relationships. Identify, develop, and expand relationships with existing and prospective partners capable of generating significant services revenue, recurring revenue, and long-term growth opportunities.
• Partner Transformation. Help partners adopt and scale professional services, managed services, lifecycle services, cloud services, security services, and other recurring-revenue business models.
• Sales Overlay Support. Serve as a services sales overlay supporting D&H Commercial Sales organizations sales segments. Coordinate partner strategy, opportunity development, solution positioning, and sales execution across internal teams.
• AIM Consultant and SME Alignment. Align AIM Consultants, technical subject matter experts, sales engineers, solution specialists, and services delivery resources with qualified partner opportunities to support discovery, solution development, proposal creation, and opportunity advancement.
• Product Management Support. Support product management and business unit leadership in the development of services offerings, pricing strategies, go-to-market plans, sales motions, enablement materials, partner programs, and vendor-aligned initiatives.
• Cross-Functional Collaboration. Work across D&H sales, marketing, product management, vendor management, finance, operations, and service delivery teams to coordinate business plans and achieve revenue, profitability, and partner-adoption objectives.
• Pipeline Management. Build and maintain sufficient qualified pipeline to achieve revenue commitments. Ensure partner activities, opportunities, next steps, decision criteria, and expected outcomes are accurately documented in the designated CRM platform.
• Forecasting and Reporting. Provide timely and accurate pipeline reporting, revenue forecasting, productivity reporting, campaign measurement, and business-performance updates to Services & Advanced Solutions+ leadership.
• Vendor and Provider Relations. Develop and maintain relationships with strategic technology vendors, service providers, consulting partners, and delivery organizations. Collaborate on business plans, partner opportunities, sales campaigns, and services growth initiatives.
• Services Acumen. Maintain a high level of business, financial, sales, and technical acumen related to professional services, managed services, cloud services, security services, lifecycle services, consulting engagements, and associated business models.
• Leadership and Continuous Improvement. Engage with D&H leadership to provide business feedback, identify process improvements, remove sales barriers, improve the partner experience, and support the professional development of D&H co-owners.
• Results Orientation. Demonstrate personal ownership, accountability, urgency, and a consistent drive for results. Persist through obstacles, setbacks, and competing priorities to achieve or exceed business expectations.
• Culture and Professionalism. Promote a culture of collaboration, creativity, accountability, continuous learning, timely execution, and operational excellence. Represent D&H professionally in all interactions and comply with company policies, procedures, and ethical standards.

Supervisory Responsibilities:

• Manage a team of sales professionals operating primarily in a tele-sales and sales-overlay environment.
• Team roles may include Business Development Managers, Services Sales Specialists, Managed Services Specialists, Technical Specialists, Sales Engineers, Solution Consultants, and other Services & Advanced Solutions+ resources.
• Provide ongoing coaching, training, performance feedback, goal setting, and professional-development guidance.
• Monitor individual and team productivity, pipeline creation, opportunity advancement, forecast accuracy, and revenue attainment.
• Participate in workforce planning, candidate selection, onboarding, performance management, and career-development activities.
• Create a culture of accountability in which individual responsibilities and performance expectations are clearly defined, measured, and communicated.

Education and/or Experience:

• Bachelor’s degree in business, technology, marketing, or a related field, or equivalent industry experience.
• Five or more years of experience developing and managing a technology, services, or partner sales team.
• Demonstrated leadership experience with the ability to develop, motivate, coach, and manage a high-performing sales organization.
• Proven experience in IT sales, services sales, business development, prospecting, partner enablement, and sales management.
• Strong understanding of professional services, managed services, cloud services, security services, lifecycle services, and recurring-revenue business models.
• Experience owning revenue commitments, sales quotas, operating-plan objectives, and financial forecasts.
• Demonstrated ability to establish and manage leading and lagging performance indicators.
• Experience applying structured sales qualification and opportunity-management methodologies, including BANT, MEDDPICC, or comparable methodologies.
• Strong pipeline-development, opportunity-management, CRM, forecasting, and organizational skills.
• Experience designing and executing sales campaigns aligned with targeted partner segments and solution categories.
• Ability to identify, qualify, prioritize, develop, and close complex business opportunities.
• Strong cross-functional leadership skills with the ability to coordinate internal sales, technical, operational, marketing, product, and vendor resources.
• Experience supporting product management, go-to-market planning, services development, pricing strategies, and sales enablement.
• Strong presentation and communication skills in virtual, telephone, and in-person environments.
• Executive presence and the ability to lead professional meetings, partner business reviews, and internal performance discussions.
• Strong negotiation skills and a demonstrated ability to win new business.
• Ability to develop repeatable operational processes and scalable sales programs.
• Strong analytical, financial, forecasting, and problem-solving skills.
• Ability to collaborate with partners and vendors to develop compelling joint value propositions.
• Business-transformation experience with the ability to drive organizational and behavioral change.
• Results-oriented approach with a strong sense of urgency, accountability, and execution.
• Self-motivated with strong prioritization, organizational, and time-management skills.
• Proficiency with Microsoft Office applications, CRM platforms, and standard business-productivity software.
• Continuous-improvement mindset with experience identifying and implementing process enhancements.

EOE