Senior Director, Sales & Strategic Accounts

Job Description

Job Description

Description:

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.

Reporting Structure

•Reports to the Chief Executive Officer (CEO)

Key Responsibilities:

Revenue Leadership & Sales Execution

•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.

OEM & Channel Partner Leadership

•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.

Pipeline Development & Growth

•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.

Strategic Account Leadership (Player-Coach)

•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.

Team Leadership & Development

•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.

•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.

Preferred

•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.

Position Type and Expected Hours of Work

•Full-Time

•40 Hours per Week (Monday through Friday)

•Hybrid role based in the Philadelphia metro area

•Approximately 20% travel to client sites and Arraya offices

This role involves in-person collaboration at our Blue Bell office and local client engagement. Candidates should be located within reasonable driving distance.

Working Conditions and Physical Requirements

Prolonged periods of being in a stationary position while working on a computer

Must be able to move and/or lift up to 40 pounds at times

Must be comfortable operating a computer and/or other office productivity machinery