Sr. Solutions Director - Collaboration (Req#1259)

Overview

Are you up to the challenge? At ePlus, we engineer transformative technology solutions for the most visionary companies in the world.  This takes imagination, relentless client service, and the tenacity to enable our clients to achieve their visions. Our partnerships with leading edge technology manufacturers—many of which look to us for their own technology infrastructure needs—keep us immersed across the broad spectrum of the IT ecosystem. 

As the Sr. Solutions Director for our Collaboration practice, you will be responsible for setting the strategy and go-to-market plans for current and emerging collaboration and modern workforce productivity solutions. Your role will involve building and implementing a Collaboration strategy that aligns with our business goals, maintains our competitive edge, and delivers innovative, frictionless experiences to our clients. You will collaborate with national delivery teams to refine and differentiate our advanced solutions, such as Cloud Calling, Meetings, Contact Centers, UCaaS, and Workplace Transformation.

From strategy to fulfillment to professional and managed services, our engineering-centric solutions enable our clients to realize what it means for technology to do more.

Your Impact

The Sr Solutions Director of Collaboration Strategy is responsible for leading the go-to-market development for integrated technology and life cycle service offerings in the Collaboration practice areas.  Key responsibilities will focus on refining, simplifying and differentiating existing solutions, while building go-to-market plans for introduction of new emerging technology solutions to market. In this role, you will be responsible for working with cross-functional supporting groups, and the regions, in developing packaged solutions that deliver profitability and sustainable growth for these services and technologies including contractual, sales, marketing and delivery components that we can take to market and deliver as service-led solutions. 

The essential functions of this position include:

• Strategy
  • Define and refine the strategy of the ePlus Collaboration practice
  • Define key metrics for measuring success of the practice
  • Identify emerging Collaboration trends and technologies, such as AI-driven meeting insights and integrated workflow automation
  • Identify and develop a partner ecosystem (Cisco, Microsoft, Zoom, etc.) to support services growth
  • Solicit feedback from customers, partners, analysts and our field organization
  • Assess market requirements and market demand to define compelling service and business impacting solutions 
• Sales and Engineering Enablement
  • Prepare and package Collaboration solutions for sales and delivery
  • Create sales tools and materials such as use cases, proposal templates, and ROI calculators
  • Develop “Why ePlus for Collaboration” presentations for customers and partners
  • Support the field by creating assessment and workshop offerings for ePlus Collaboration solutions
• Solutions Development
  • Collaborate with Sales, Pre-Sales, and Delivery leadership to develop new Collaboration solutions
  • Work with regions and business development teams to drive sales campaigns focused on legacy migrations and modernization
  • Develop ideas to improve Collaboration services and solutions penetration rate
  • Develop plans to enable Collaboration training across the company
  • Collaborate with marketing to identify market segments, positioning and competitors
  • Collaborate to create value proposition and go-to market strategy
  • Assess market requirements and market demand
  • Define compelling service and business impacting solutions offerings
  • Collaborate and align with strategy team and leadership supporting AI, cloud, data center, networking, collaboration, and the services organization to empower a “Collaboration everywhere” approach
• Business development
  • Identify strategic and tactical OEM and services partnerships
  • Coach and mentor Client Collaboration Principal team to develop and mature abilities in alignment with career path goals, strategic initiatives, and focus for the region
  • Identify, evaluate, and execute on optimization and expansion of ePlus Collaboration solutions
  • Proactively work with business team leaders to achieve Collaboration sales targets
  • Develop incentive programs for the field to drive adoption of new offerings
• Marketing
  • Evaluate emerging Collaboration market trends and directions to accelerate solution adoption
  • Build credibility by establishing ePlus as an authority on Collaboration solutions
  • Expand industry awareness through multiple forms of media
  • Align with marketing to create content
    • Presentations
    • Infographics
    • Videos
    • Blogs

Qualifications

Business and Management

• Previous success managing a profit and loss for a line of business
• Previous success developing partnerships between different, independent entities
• Previous success in sales and relationship-building roles
• Previous success in managing and delivering IT projects, on time and on budget

Collaboration Experience

• Proven success selling solutions at the CXO and VP level
• Knowledge and experience selling Collaboration products and services
• Experience with migration of on-premises solutions to modern cloud platforms
• AI-driven productivity technologies such as AI meeting assistants
• Understanding of workflow automation and integration with applications such as ServiceNow and SalesForce
• Experience building customer success programs to ensure adoption of new features
• Familiarity with consumption-based cost models

Skills/Competencies:

• Strong organization skills, presentation skills and acute attention-to-detail
• Strong oral and written communication skills
• Excellent interpersonal relationship skills
• Ability to work independently in a fast-paced, challenging work environment
• Ability to adapt and learn new technologies, products, and processes in a short timeframe
• Ability to exercise good judgment in determining appropriate course of action

Education and Experience:

• Bachelor’s degree or equivalent experience; advanced degree preferred
• 10 years of progressively successful career progression within an IT related industry
• Minimum 5 years of experience in Collaboration solutions
• Minimum 5 years of experience with practice / business development leadership

Position Specifics

The initial base salary range for this position is expected to be between $175,000 and $275,000 annually. The final base salary offered will be determined by multiple factors, including, but not limited to, job-related knowledge, depth of experience, skills, certifications, and geographic location. In addition to the base salary, our compensation structure may include other components such as commissions and discretionary bonuses.

ePlus offers a full range of medical, financial, and/or other benefits (including 401(k) eligibility, employee stock purchase program, and various paid time off benefits, such as vacation, sick time, and personal leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an offer of employment is extended.

If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.