Sales Director (Managed Services, SOW, Solutions Selling, Manufacturing, Sales, New Business De[...]

Location: Midwest, U.S. (hybrid – mix of remote and on-site work). Preferred locations: Indianapolis, IN; Columbus, IN; or Ohio. Travel to client sites across the region will be required as needed. Company Overview Pyramid Consulting is a global company that provides both technology solutions and talent services to help businesses stay competitive and grow. We’ve been around since 1996, headquartered in Atlanta, and now operate in over 25 countries across five continents. We support more than 125 Fortune 500 companies, delivering solutions through our family of brands — Pyramid Talent, Celsior (the technology services arm, focused on delivering smart, results-driven solutions), and GenSpark (training & development). Division Overview Celsior is a leading technology services provider specializing in digital transformation, data & AI, automation, and platform solutions for various industries, with a strong focus on the Manufacturing sector. Role Summary We are seeking a Sales Director – Manufacturing to join our growing sales team. This is predominantly a “farming” role: the Sales Director will own and grow a portfolio of current Celsior clients in the Manufacturing industry, deepening relationships, expanding our footprint within existing accounts, and driving cross-sell and upsell of Celsior’s technology services. A portion of the role’s time will also be dedicated to hunting — identifying and opening select new accounts with mid-sized to large manufacturers across the Indiana/Ohio corridor and broader Midwest, home to one of the country’s densest concentrations of industrial manufacturers. In addition to the manufacturing portfolio, the Sales Director may also be asked to manage select Insurance accounts in the region as a secondary responsibility, so familiarity with the insurance domain is a plus. Candidates who bring their own established client connections and relationships into the role will find them a significant asset. You will drive the end-to-end sales cycle for technology services deals – from account planning and opportunity identification through pipeline development, deal closure, and delivery handoff. Key performance indicators (KPIs) for this role include growth in revenue from existing accounts, client retention and satisfaction, robust pipeline generation and curation, and conversion of select new logos into long-term clients. Key Responsibilities Account Management & Growth (Primary Focus): Own a portfolio of current Celsior Manufacturing clients. Build trusted relationships across business and IT stakeholders, develop and execute account growth plans, identify expansion, cross-sell, and upsell opportunities, and drive renewals. Conduct regular business reviews and work closely with delivery teams to ensure high client satisfaction and service quality. As assigned, manage select Insurance accounts in the region with the same account-growth discipline. New Business Development (Secondary Focus): Dedicate a portion of time to prospecting and hunting for select new Manufacturing clients (mid-size to large) within the region. Leverage personal industry contacts and relationships, targeted outreach, networking, and market research to generate qualified leads and set up introductory meetings. Sales Pipeline Generation: Build and maintain a robust sales pipeline spanning both expansion opportunities within existing accounts and select new-logo pursuits. Drive a consistent cadence of client meetings each week to feed the pipeline. Solution Selling: Consult with current and prospective manufacturers to understand their business challenges (e.g. legacy system and ERP modernization, smart factory / Industry 4.0 initiatives, supply chain visibility, plant-floor data and AI, quality and asset management, customer experience) — and, for any assigned insurance accounts, challenges such as claims processing automation, policy administration modernization, and underwriting efficiency — and position Celsior’s technology services (digital transformation, data/AI solutions, cloud enablement, etc.) as tailored solutions. Coordinate with pre-sales and technical teams to develop proposals and presentations that address client needs. End-to-End Sales Cycle Management: Lead the complete sales cycle from opportunity identification through negotiation and closing. Prepare and deliver compelling presentations, proposals, and RFP responses. Negotiate contract terms and pricing within established guidelines to close deals that meet or exceed targets. Market & Industry Engagement: Stay informed on Manufacturing industry trends, supply chain dynamics, and major initiatives to anticipate client needs. Represent Celsior at industry events, conferences, and webinars across the Midwest to increase brand visibility, strengthen client relationships, and generate new leads. Reporting & Pipeline Hygiene: Maintain accurate records of all sales activities, contacts, and opportunities in the CRM. Provide regular updates and pipeline reports to senior management, including account growth forecasts, meeting activity reports, and action plans to meet quarterly and annual sales goals. Qualifications & Experience Experience: Minimum 10+ years of experience in technology services sales or IT consulting sales, with a significant focus on the Manufacturing industry. Proven track record of growing and expanding existing enterprise accounts (farming), complemented by demonstrated success in winning new client business. Domain Knowledge: Deep understanding of the Manufacturing domain — including areas such as industrial/discrete manufacturing operations, ERP and plant-floor systems, supply chain, and Industry 4.0 initiatives. Ability to credibly engage senior manufacturing stakeholders in discussions about digital transformation and IT solutions. Familiarity with the Insurance domain (e.g. policy, billing, claims systems) is a plus, given potential secondary account responsibilities. Client Network: Existing relationships and personal networks within mid-sized to large manufacturers in Indiana, Ohio, and the broader Midwest are highly desirable — candidates able to bring their own connections into the role will have a strong advantage, as will a demonstrated history of selling into local and regional clients in this market. Sales Skills: Excellent consultative sales, relationship management, and negotiation skills. Able to craft value propositions and ROI arguments that resonate with manufacturing business and IT leaders. Strong presentation and communication abilities, with experience pitching to C-level and VP-level clients. Self-Starter: High-energy, self-motivated individual with an entrepreneurial mindset. Comfortable working independently to grow accounts and drive opportunities, as well as collaborating with delivery and technical teams for complex deal solutioning. Results Orientation: Data-driven approach to manage sales activities – diligent in account planning, meeting activity, pipeline management, and follow-ups. Capable of hitting the ground running and delivering against KPI targets for account growth, pipeline, and new wins. Background: Bachelor’s degree in Business, Marketing, IT or related field preferred. Experience working in or with Tier-1 IT services firms or large consulting companies is an advantage (demonstrates ability to navigate large enterprise sales cycles and high value deals). Key Performance Indicators (KPIs) Success in this role will be measured by: Account Growth: Year-over-year revenue growth within the assigned portfolio of existing accounts — primarily Manufacturing, plus any assigned Insurance accounts — including expansion, cross-sell, and upsell wins and renewal rates. Client Retention & Satisfaction: Health of assigned accounts — client satisfaction, relationship depth across stakeholders, and successful partnership with delivery teams. Pipeline Generation & Quality: Number of qualified opportunities added to the sales pipeline — across both existing-account expansion and new-logo pursuits — and their advancement. New Account Acquisition: Count of select new Manufacturing clients (“new logos”) won and initial revenues generated from those accounts, reflecting the hunting portion of the role. Meeting Activity & Pipeline Conversion: Volume of client meetings and engagements conducted monthly/quarterly, and effectiveness in converting pipeline opportunities to closed deals (win rate), including smooth handoffs to delivery with high client satisfaction. COMPENSATION: The base pay for this position ranges from $160,000 to $175,000 with a potential earning opportunity of 250K+. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Dependent on the position offered, commission, bonus, and other forms of compensation may be provided as part of a total compensation package. Employee benefits include, but are not limited to, health insurance (medical, dental, vision), unlimited vacation and 401(k) plan. ABOUT PYRAMID CONSULTING, Inc. – as one of the largest minority and privately owned staffing firms in the U.S., Pyramid Consulting focuses on providing our clients with high-quality technical professionals and services to support their business and IT initiatives. The success of our clients is facilitated through our ability to provide full-spectrum support via our development centers – from a single consultant under their management, at their site, to full turnkey solutions onsite and offshore. Pyramid Consulting, Inc. is an Equal Employment Opportunity Employer. All applicants hired will be subject to a background check and drug screening. #J-18808-Ljbffr Pyramid Consulting, Inc