Director, Sales Practices

SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world. SOTI is a proven leader at creating innovative solutions that reduce the cost and complexity of business-critical mobility. Thousands of companies around the world depend on us to secure, manage and support their mobile operations. SOTI’s two decades of success has built strong partnerships with leading mobile platform providers and device manufacturers.

These relationships give us unparalleled insight into new technology and industry trends before they happen. SOTI is a proven innovator — clear vision, laser focus and a commitment to R&D has made us the market leader at delivering exciting, new business mobility solutions. SOTI helps businesses take mobility to endless possibilities.

SOTI is seeking a Director, Sales Best Practices to strengthen how our global sales organization sells, operates and scales. This leader will define and drive the sales standards, best practices, operating rhythms and performance programs that help our teams execute a consistent, high-quality enterprise sales motion. Working closely with Sales Leadership, Revenue Operations, Product Marketing, Product, Finance and People teams, you will translate go-to-market priorities into practical sales processes, playbooks, coaching frameworks, onboarding programs and performance insights.

You will use data and field feedback to identify opportunities for improvement and build targeted solutions that improve seller productivity, pipeline quality, win rates, forecast discipline and time-to-productivity. This is a hands‑on leadership role for someone who combines strategic thinking, strong field credibility, analytical judgment and disciplined execution, and who can build scalable Sales Excellence practices that support SOTI's continued global growth.

A strategic, hands‑on Sales Excellence / Best Practices leader who understands complex enterprise sales organizations and can turn strategy into repeatable field execution. A strong business partner who can work with senior sales leaders, challenge constructively, build alignment and influence across a global matrixed organization. A data‑driven operator who can identify performance gaps, determine root causes and translate insights into practical actions that improve sales outcomes.

A leader with strong knowledge of enterprise sales methodologies, pipeline management, opportunity qualification, manager coaching, onboarding and seller productivity. Someone who can define what good looks like, build scalable best practices and create the governance and reinforcement required to drive sustained adoption. A collaborative people leader who can build, coach and develop a high‑performing Sales Excellence / Sales Enablement team.

Define and lead the global Sales Excellence / Best Practices strategy, operating model and roadmap in partnership with senior Sales Leadership. Establish and continuously improve sales standards, best practices and repeatable ways of working across regions, segments and sales motions. Own the enterprise sales methodology and ensure consistent adoption across discovery, qualification, value articulation, multithreading, executive engagement, negotiation and close. Define and govern opportunity stage criteria, exit criteria, qualification standards and deal‑health expectations in partnership with Revenue Operations.

Build and maintain the enterprise sales playbook, including discovery frameworks, account and opportunity planning, executive engagement, competitive positioning and negotiation guidance. Establish structured…