Director of Sales, Enterprise Implementations

Fulfillment IQ•Atlanta, GA

1d•Hybrid

About The Position

Fulfillment IQ is seeking an accomplished enterprise sales leader to expand its implementation practice across Manhattan, Deposco, and related warehouse technology platforms. The role involves developing new business and managing complex sales cycles for clients in the retail, brand, and 3PL sectors who are investing in distribution operations systems. The successful candidate will build relationships, understand client investment priorities, and guide sales through long enterprise buying processes, collaborating closely with implementation leaders to define delivery approaches and lead the commercial relationship.

Requirements

At least five years in a sales role with personal responsibility for revenue targets and a record of winning complex enterprise business.
Experience selling into supply chain, logistics, or warehouse operations with sufficient domain knowledge for credible discovery conversations.
Experience managing long sales cycles involving multiple business functions and executive decision-makers.
A track record of creating your own pipeline and converting industry relationships into new business.
Ability to understand a client’s operational priorities and explain the business value of a proposed investment.
Experience working with technical and delivery specialists throughout a sale.
Sound judgment on services scope, pricing, delivery risk, margin, and contract terms.
Clear communication, strong negotiation skills, and consistent follow-through.
Applicants must be legally authorized to work in the USA.

Nice To Haves

Selling implementation or professional services at a systems integrator, platform vendor, or supply chain consultancy, particularly larger, end-to-end programs.
Experience with Manhattan, Deposco, Blue Yonder, Körber, or comparable enterprise WMS platforms.
Familiarity with related TMS, OMS, WES, or warehouse automation programs.

Responsibilities

Build a pipeline through direct outreach, industry relationships, referrals, and partners.
Develop account plans for a defined group of enterprise prospects.
Understand the operational problem, investment priorities, and decision process to determine if the opportunity is a good fit for FIQ.
Build support across operations, IT, finance, procurement, and executive leadership.
Understand each stakeholder’s priorities and keep the buying group aligned.
Set clear next steps, coordinate follow-up, and keep proposals and decisions moving.
Lead executive presentations, commercial negotiations, and contracting.
Bring implementation and delivery leaders into discovery, site visits, and solution discussions.
Collaborate on scope, rollout sequencing, resource assumptions, and pricing.
Develop relationships across the Manhattan, Deposco, and broader warehouse technology ecosystem.
Plan prospect meetings around relevant conferences and turn conversations into qualified opportunities.
Stay involved after signature to maintain senior client relationships and identify opportunities for additional facilities, rollout phases, and related services.
Keep opportunity records current and provide realistic forecasts based on the client’s decision process, timing, and outstanding commitments.