Vice President of Sales

InfoSystems is a leading regional technology solutions provider specializing in AI, Security, Cloud, and Infrastructure for Emerging, Mid-Market, and Enterprise customers. Headquartered in Chattanooga, TN, InfoSystems is a 30+ year old, privately held company committed to delivering excellent technology solutions that improve the lives of our customers, employees, partners, and communities — and to doing so in a God-honoring way. Position Overview The Vice President of Client Strategy and Growth is a critical member of InfoSystems' senior leadership team, responsible for building, leading, and scaling a high-performance sales organization aligned with the company's mission, vision and values. This is both a strategic and operational role — the VP of Sales helps set the direction, build the culture, and drive the results. The VP of Sales collaboratively along with members of the executive team creates the design and execution of InfoSystems' go-to-market strategy across the Southeast U.S., with a concentrated focus on the Manufacturing and Utilities verticals. They are accountable for the full commercial engine: recruiting and developing talent across the AE, Senior AE, Client Director, and Account Manager roles; building a value first, services-heavy, recurring-margin-first sales culture; and ensuring the team consistently executes at the highest level of discipline, integrity, and customer focus. This leader is expected to operate at the intersection of strategic thinking and practical execution — able to set a compelling vision for the sales organization while also rolling up their sleeves to coach deals, remove obstacles, and hold the team accountable. They must inspire confidence with customers, partners, vendors, and internal stakeholders alike. This leader is expected to be present with the sales team in the field for customer meetings, marketing events, and to support general sales activity. This role is "hybrid" in the sense that the VP of Sales does not need to come into the office on a regular basis, but they are expected to be physically in person often with our sales team members, customers, and prospects. Mission To provide excellent technology solutions, improving the lives of our customers, employees, partners, and communities, and to do so in a God honoring way. Vision InfoSystems will be the leading regional AI, Security, Cloud, & Infrastructure technology solution provider for Emerging, Medium, & Enterprise companies who want to partner with a provider focused on secure & high value solutions. Mission, Vision & Values Alignment The VP of Sales is the most visible steward of InfoSystems' mission and values within the commercial organization. They are expected to model, reinforce, and hold the team accountable to these Core Principles in every interaction — internally and externally. Excellence with Grace — Set and maintain high standards of sales performance and professionalism while extending grace and development support to the team. Integrity — Lead with honesty and transparency in all customer interactions, partner relationships, forecasting, and internal communication. Solution Focused — Drive a consultative, needs-based sales culture oriented around delivering genuine value — not just closing deals. Always Do the Right Thing by the Customer — Model and enforce a customer-first mindset. Recommendations must be grounded in what is best for the client's long-term success while also balancing being a good steward of company resources. Growth Mindset — Champion continuous improvement across the sales organization. Foster a culture of learning, coaching, and development at every level. Key Responsibilities Sales Strategy & Go-to-Market Execution Help set InfoSystems’ sales strategy alongside the executive team and then execute InfoSystems' sales strategy in alignment with the strategic vision of the company. Translate company strategy into clear commercial priorities, territory design, segment focus, and sales motion for the entire team. Lead the transition to a recurring-margin commercial model, ensuring AEs, Sr. AEs, and Client Directors are leading with the right balance of one time and recurring margin solutions. Help develop and refine a standardized offers catalog — working with operations, marketing, and technical leadership to define the core bundles, service tiers, and solution packages the sales team can consistently bring to market. Champion the Manufacturing and Utilities vertical strategy: help define the ideal customer profile, while equipping the team with vertical-specific messaging and reference frameworks, and align partner and marketing resources around these segments. Recruit, retain, and develop a high-performing sales team across all levels: Account Executives, Senior Account Executives, Client Directors, and Account Managers. Build and maintain a consistent coaching cadence — such as pipeline reviews, deal coaching, call shadowing, and structured performance conversations — that drives continuous development across the team. Identify high-potential team members and actively develop them for advancement within the sales career path. Foster a culture of accountability, excellence, collaboration, and mission alignment — where the team holds itself to high standards not only because they are managed to, but because they believe in what they are building. Embrace and champion the GiANT operating system for culture and team building. Revenue & Performance Accountability Own the team's Gross Margin plan — total GM, recurring margin, and new business metrics — and hold the organization accountable to at a minimum of consistent attainment. Establish, monitor, and report on leading and lagging KPIs such as: pipeline coverage, activity metrics, win rates, average deal size, recurring vs. one-time margin mix, and forecast accuracy. Deliver reliable, executive-level sales forecasting with clear visibility into deal status, risk, and revenue timing. Proactively identify gaps in pipeline, performance, or team capability and take decisive corrective action — bringing solutions, not just problems, to leadership. Sales Process, CRM & Operational Excellence Define, document, and enforce a consistent and predictable InfoSystems sales process — from prospecting through close — that reflects best practices for a services and value-led, relationship-oriented VAR/MSP/MSSP. Ensure full CRM adoption and pipeline hygiene across the team. The VP of Sales sets the standard for what good looks like and holds the team to it. Drive operational discipline in forecasting, territory management, account planning, and pipeline management. Work with marketing to align outbound campaigns, vertical content, and events with sales priorities — particularly around Manufacturing and Utilities verticals. Strategically engage with our partners to maintain and strengthen InfoSystems' relationships with key vendors and OEM partners — ensuring the commercial team is well-positioned to leverage partner programs, MDF, co-selling opportunities, and certifications in support of sales goals. Serve as a senior management sponsor for a select portfolio of strategic accounts — building C-level relationships and ensuring InfoSystems is positioned as a trusted long-term advisor. Represent InfoSystems externally at industry events, community engagements, and customer-facing forums in a manner that reflects the company's mission and values. Collaborate closely with the CEO, operations leadership, technical leadership, and finance to ensure the sales strategy is integrated and executable across the organization. Provided feedback to the executive team where they can and should plug into key relationships with customers, partners, and in the community, ensuring key relationships have appropriate executive sponsorship. Required Minimum 10 years of B2B technology sales or senior technology leadership experience, with at least 5 years in a sales management or sales leadership role. Proven track record of leading teams to consistent quota attainment and building high-performance sales cultures. Experience selling and/or leading sales of managed services, cybersecurity, cloud, or IT infrastructure solutions in a VAR, MSP, or MSSP environment. Demonstrated ability to recruit, develop, and retain top sales talent across multiple role levels. Strong executive presence — able to build credibility at the C-suite level with customers, partners, and internal stakeholders. Experience developing and executing vertical-focused or industry-specific go-to-market strategies. Deep operational discipline in pipeline management, forecasting, CRM adoption, and sales process management. Expected to travel and physically be “in market” with our sales team for customer meetings, events, and to support company activities. Genuine alignment with InfoSystems' mission, values, and commitment to operating in a God-honoring way. Preferred Experience in the Manufacturing, Utilities, or critical infrastructure verticals (IT/OT environments, SCADA, industrial networking, OT security). Established executive-level relationships across the Southeast U.S. market. Experience leading a sales organization through a business model transition (e.g., transactional to recurring, product-led to services-led). Familiarity with key partner ecosystems: IBM, Dell, Microsoft, CrowdStrike, or similar. Bachelor's degree in Business, Management, Marketing, or a related field (not required; relevant experience is weighted equally). Resides within our primary markets of Chattanooga, Knoxville, Nashville or the surrounding communities. InfoSystems, Inc. is an Equal Opportunity Employer. We do not discriminate on the basis of race, religion, gender, national origin, sexual orientation, familial status, age, disability, marital status, or any other protected characteristic. #J-18808-Ljbffr InfoSystems, Inc.