Director, Sales

ScanSource•Wade Hampton, SC

1d•$130,000 - $150,000

About The Position

The Sales Director, Converged Communications leads the inside sales team supporting ScanSource’s Converged Communications strategy — the unification of ScanSource Specialty and Intelisys technologies, services, and expertise to meet growing demand for specialty hardware devices, cloud connectivity, unified communications (UC), and customer experience (CX) solutions. This role is responsible for driving account development and partner recruitment across a large and rapidly growing community of reseller and agent partners within the converged unit. Leading a team of inside sales representatives, the manager builds a high-performing, accountable sales culture — developing reps who are both operationally excellent (disciplined in activity, pipeline, and process) and relationally excellent (trusted, consultative resources to the partners they serve). Through coaching, structure, and clear accountability, this role turns daily sales activity into measurable, high-growth outcomes for the reseller and agent partner communities.

Requirements

Proven people leadership — hiring, coaching, and developing high-performing inside sales teams.
Track record of driving activity-based sales performance and achieving aggressive growth goals.
Strong understanding of channel and partner sales dynamics across reseller and agent/agency models.
Ability to build accountability while sustaining morale — balancing pressure with support and development.
Skilled in sales process, pipeline management, forecasting, and CRM discipline.
Excellent communication and relationship-building with partners and internal teams.
Data-driven coaching; comfortable using metrics to diagnose and improve performance.
Ability to scale a team and its processes in a fast-growing environment.

Responsibilities

Lead and develop the inside sales team: Recruit, coach, and retain a team of inside sales representatives; set clear expectations, provide ongoing development, and build a culture of high performance and accountability.
Drive partner account development: Own the strategy and execution for developing and expanding a large, growing base of reseller and agent partners — deepening engagement, uncovering opportunity, and accelerating partner activation across the converged portfolio.
Own partner recruitment: Direct proactive outreach and recruitment that brings new reseller and agent partners into the converged unit, and ensure smooth handoffs into onboarding and enablement.
Account map and drive outbound with supplier teams: Work closely with supplier and vendor teams to account-map the partner base, identify white space, and drive coordinated outbound campaigns aimed at growing wallet share within existing partners and recruiting new reseller and agent partners.
Build operational excellence: Instill disciplined sales fundamentals — activity levels, pipeline hygiene, CRM accuracy, follow-up cadence, and consistent process — so the team executes predictably and at scale.
Build relational excellence: Develop reps who earn partner trust, communicate as consultative advisors, and build lasting relationships that differentiate ScanSource across the channel.
Drive activity and accountability: Establish clear KPIs and daily and weekly activity standards; monitor performance, coach to the numbers, and hold the team accountable to goals that ladder up to high-growth targets.
Set and pursue high-growth goals: Translate converged-unit growth objectives into team and individual targets, track progress, remove barriers, and course-correct to keep the team on pace.
Coach through data and pipeline reviews: Run regular one-on-ones, pipeline reviews, and call coaching to sharpen skills, improve conversion, and advance opportunities.
Partner cross-functionally: Work closely with field sales, channel and partner development, supplier management, marketing, and enablement to align inside sales efforts with the broader converged go-to-market.
Develop talent and build the bench: Identify and grow future talent, create advancement paths, and build the team capacity that supports a rapidly scaling converged unit.
Report on performance: Give leadership clear visibility into activity, pipeline, recruitment, and growth metrics, and translate results into actionable insight.