Manhattan Associates
Senior Director, Enterprise Mobility
Atlanta, GA · Director
Sponsorship not specified$25k-$50kDetected 9 days ago
ForecastingSupply ChainLogisticsVendor ManagementPerformance ManagementLeadershipCommunicationCollaborationMentoring
About the role
- This role owns the P&L for the Enterprise Mobility hardware portfolio, leads a combined Sales and Engineering organization, and manages strategic relationships with key technology partners and vendors.
- The Senior Director will set the go-to-market strategy, drive revenue and margin performance, ensure solution quality and delivery readiness, and develop a high-performing, customer-centric team.
- The Senior Director, Enterprise Mobility is responsible for leading the strategy, growth, and execution of the Enterprise Mobility hardware business, with a focus on the resale of third-party endpoint technologies such as mobile computing devices, RFID, printers, scanners, and related peripherals.
Responsibilities
- Own P&L responsibility for the Enterprise Mobility hardware business, including revenue, margin, operating expense, and profitability targets.
- Drive portfolio optimization decisions (additions, rationalizations, lifecycle management) based on commercial performance, customer needs, and vendor roadmaps.
- Build and execute go to market plans for key hardware categories and solutions, including positioning, packaging, and sales strategies (e.g., mobile devices, tablets, RFID readers, printers, scanners, accessories, and services).
- Develop business cases for new offerings, partner additions, and investments (e.g., pre-sales engineering capacity, demo equipment, labs).
- Serve as the executive owner for strategic relationships with key third-party hardware partners and OEMs (e.g., manufacturers of mobile devices, RFID, printers, scanners, and related technologies).
- Negotiate commercial agreements with 3rd party partners, including pricing, rebates, MDF/Co-Op funds, and special programs to optimize profitability and competitiveness.
- Establish joint business plans, sales targets, and marketing initiatives with partners; maintain regular executive reviews and QBRs.
- Ensure roadmap alignment between partners' technologies and the company's solution strategy, influencing partner roadmaps where possible based on field feedback and customer needs.
- Resolve escalations, performance issues, and contractual questions with partners, balancing commercial, operational, and customer considerations.
- Drive forecast discipline, pipeline hygiene, and sales process adherence and standard operating cadences (e.g., pipeline reviews, QBRs, forecast calls).
Requirements
- Bachelor's degree in Business, Engineering, Information Systems, Supply Chain, or a related field
- 10+ years of experience in enterprise technology, hardware, or mobility solutions, with 5+ years in a senior leadership role managing P&L and teams.
- Proven track record leading Sales organizations that sell complex B2B technology solutions, ideally involving both hardware and software.
- Experience leading technical or engineering teams (e.g., solution architects, pre-sales, hardware engineers) and driving close collaboration with Sales.
- Experience in supply chain, warehouse, logistics, retail, or field service environments is highly desirable.
- Commercial Acumen: Strong understanding of P&L drivers, pricing, discounting, and profitability levers for hardware and services.
Nice to have
- MBA or equivalent advanced degree preferred.
Skills
- Solid understanding of endpoint technologies and how they integrate into broader software and infrastructure stacks.
Compensation
- $25k-$50k
Benefits
- Define and refine the enterprise mobility vision and strategy, aligned with company goals and overall product and services strategy.
- Work with the Director of Sales to define sales coverage models, territories, quotas, and incentive plans to drive focus, accountability, and growth.
Company info
- We are proudly an Equal Employment Opportunity Employer.
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