Border States

Director of Software Solutions

Border States

full-time

Posted on:

Location Type: Hybrid

Location: Fargo • North Dakota • United States

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Job Level

Lead

About the role

  • Builds and brands the software solutions business for the organization, ensuring business proposition and strategy differentiates Border States from other software solutions business in the marketplace.
  • Selects and leads the System Integrators that are partners in software solutions business, including defining and aligning all parties to the selection process.
  • Works to gain and maintain a complete understanding of a customer’s industry; understand changes, issues, opportunities and key success factors to ensure we provide value-added services that differentiate Border States from competitors.
  • Oversees the development, execution, and compliance of co-managed objectives of software reseller appointments.
  • Manages the sale of the software, hardware installation of each solution, and coordination with the overall company to ensure success and customer satisfaction.
  • Responsible for the management of all customer contracts, ensuring adherence to company policy.
  • Supports defining and articulating the vision, mission, and long-term strategic roadmap for business unit.
  • Identifies and prioritizes target industries, customer segments, and solutions verticals aligned to market demand and offerings.
  • Establishes market analysis needs to assess competitive landscape, whitespace opportunities, technology trends, and customer digital maturity levels.
  • Develops and executes market entry and expansion strategies to ensure scalable and sustainable growth.
  • Establishes services and solutions portfolio structure, including but not limited to customers and system integrators.
  • Understands how industry changes and challenges manifest within the market.
  • Collaborates with company leadership and uses industry knowledge to develop and execute a sales and go-to market strategy to improve customer outcomes and business results.
  • Rallies and navigates the sales force; increasing adoption and understanding of the software strategy to improve results and differentiate Border States.
  • Achieve sales growth goals for assigned product categories and segments.
  • Directly responsible for the growth of gross profit, gross margin % and market share within assigned area.
  • Identifies, monitors, and communicates key performance metrics to the organization.
  • Develops, manages performance to, and ensures accountability of a forecast for their business.
  • Owns the operational and financial performance of the Software Solutions business unit, including forecasting development, expense management, and alignment of resources across integrated teams to achieve strategic and financial objectives.
  • Recruits, develops, aligns, and leads the team responsible for successful execution of the strategic sales plan.
  • Approves incentive compensation, base pay and quota levels for direct reports to ensure compliance with forecast results.
  • Defines and supports training programs allowing staff to achieve their full potential and support company objectives.
  • Develops executive level relationships with the top customers, strategic vendor partners, technology partners, and integrated suppliers.
  • Monitors customer, market, and competitive activity and provides feedback to company leadership team and other regional team members.

Requirements

  • Bachelor’s degree in engineering, business, marketing, or related discipline preferred, or equivalent, relevant work experience.
  • 5-10 years of proven sales leadership in the software business space with specific experience in software sales in the manufacturing and end user space.
  • 5-10 years of experience successfully implementing and working with System Integrators.
  • Previous leadership experience required.
  • Leverages enterprise systems, data, and analytics to inform strategic decisions and drive business performance.
  • Strong working knowledge in Microsoft Office and SAP.
Benefits
  • Health, Dental and Vision Benefits
  • Accident, Critical Illness, Hospital Indemnity
  • FSA & HSA
  • Employee Stock Ownership Plan (ESOP)
  • Disability Benefits
  • 401(k) Retirement Plan
  • Life Insurance
  • Employee Assistance Program
  • Paid Holidays
  • Paid Volunteer Time
  • Personal Leave time and more!
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales leadershipsoftware salesmarket analysisforecastingperformance managementstrategic planningcustomer relationship managementcontract managementbusiness developmentdata analytics
Soft Skills
leadershipcollaborationcommunicationstrategic thinkingcustomer focusteam developmentproblem-solvingadaptabilitynegotiationinfluencing