Senior Director, Sales & Strategic Accounts
About The Position
Arraya Solutions is seeking a Senior Director, Sales & Strategic Accounts to lead revenue growth, sales execution, and partner-aligned go-to-market strategy. This role is accountable for overall sales performance, including pipeline development, opportunity advancement, and deal closure across the portfolio. This individual will drive a balanced, performance-oriented sales motion that prioritizes partner-led opportunities, accelerates net new customer acquisition, and expands engagement within the existing client base. The role requires a strong focus on OEM partner alignment, disciplined sales execution, and consistent engagement across the full sales lifecycle. The ideal candidate is a commercially-minded sales leader with deep experience in a VAR or systems integrator environment someone who can lead a team, engage partners, and directly contribute to strategic revenue opportunities.
Requirements
- 8+ years of B2B sales experience in technology solutions, consulting, and managed services.
- Demonstrated success leading sales teams and consistently achieving revenue targets.
- Strong experience in a VAR, channel, or partner-led sales environment.
- Experience working with OEM partners such as Cisco, Dell, Microsoft, or similar ecosystems.
- Proven ability to develop new business, expand existing accounts, and close complex deals.
- Strong communication, negotiation, and leadership skills.
Nice To Haves
- Experience across datacenter, cloud, cybersecurity, network and modern workplace solution sales.
- Solid understanding of AI as a tool to drive productivity across the sales organization as well as use-case selling to customers and prospects.
- Familiarity with leveraging partner programs, incentives, and co-selling models.
- Strong pipeline management, forecasting, and data-driven decision-making capabilities.
Responsibilities
- Own team quota attainment, forecasting accuracy, and overall sales performance.
- Drive pipeline inspection, deal progression, and close-rate improvement.
- Actively engage in late-stage deal strategy, negotiations, and contract execution.
- Reinforce disciplined selling aligned to Arraya’s core portfolio and capabilities.
- Build and maintain executive relationships with key OEM partners, including Cisco, Dell, Microsoft, and Broadcom as well as emerging strategic vendors.
- Drive a partner-led sales motion, ensuring strong alignment between Account Executives and OEM field teams.
- Increase partner-sourced pipeline through joint account planning, co-selling activity, and partner programs.
- Hold the sales team accountable for consistent and effective partner engagement.
- Establish a balanced pipeline strategy prioritizing partner-led opportunities, net new logos, and expansion within existing accounts.
- Drive new business development efforts in coordination with marketing and executive leadership.
- Expand customer engagement by increasing adoption of Arraya’s full portfolio of services and solutions.
- Ensure pipeline quality through consistent qualification standards and opportunity management.
- Directly manage a select number of high-value strategic accounts.
- Carry an individual sales target associated with these accounts.
- Lead account planning, partner alignment, and deal execution for key opportunities.
- Provide real-time coaching to Account Executives through active deal involvement.
- Lead, mentor, and develop a team of Account Executives.
- Establish clear performance expectations aligned to revenue, product mix, pipeline quality, and partner engagement.
- Conduct regular performance reviews and coaching sessions.
- Strengthen onboarding and ongoing enablement to accelerate sales productivity.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
