Director of Sales​/Mid-Market – Enterprise Solution Seller; Player​/Coach - IT Services

Director of Sales / Mid-Market – Enterprise Solution Seller (Player/Coach) - IT Services

Location:

Bay Area, CA

About the Organization

Our client is a global IT managed services firm with over 25 years of experience partnering with organizations to scale their technology, infrastructure, and services. They help category‑defining enterprise clients drive digital transformation, innovation, and operational agility through comprehensive solutions across Application Services, Digital Product Engineering, Private Cloud Services, AI/Automation, Salesforce, Digital Workplace Services, and Service Now.

With more than 3,000 employees serving over 200 companies worldwide, the company is built on an employee‑first, performance‑based culture that fosters collaboration, inclusion, and empowers team members to reach their full potential.

What is the role?

We are seeking a Director of Sales / consultative Solution Seller (Player/Coach) – selling IT services to drive account strategy, build new client relationships, and close complex service deals. This role will focus on generating new business across greenfield and new logo accounts while collaborating with internal teams to deliver value‑driven client solutions. This role will focus both on new and existing MSAs (Kind of a hybrid role, but core scope of the role is into new client acquisition).

You will:

• Acquire new logos and grow existing greenfield accounts across the Managed Services portfolio, including Salesforce & Service Now services, Data Center Infrastructure & Operations.

• Serve as a trusted advisor to C‑suite and senior business leaders, articulating business outcomes and IT solutions.

• Build and manage a strong pipeline, driving opportunities to closure while meeting or exceeding sales targets.

• Partner with cross‑functional teams—Service Delivery, Finance, Talent Acquisition, and Executive Management—to deliver tailored solutions.

• Lead client discussions with confidence on technical, operational, and business outcomes.

• Govern all aspects of the sales process including proposals, negotiations, and contracts.

• Represent the client in the marketplace as a brand ambassador, highlighting innovation and a people‑first culture.

• Stay updated on industry trends, the competitive landscape, and client challenges to position offerings effectively.

Required Skills /

Qualifications:

• 10+ years of proven success in enterprise managed IT services sales.

• Track record of closing mid‑market/enterprise deals in Hi‑Tech, Fin Tech, or Retail sectors.

• Strong ability to identify key deal influencers, navigate buying processes, and drive new business.

• Excellent storytelling, presentation, and relationship‑building skills.

• Experience managing full sales cycles, including prospecting, proposals, and negotiations.

• Proficient in CRMs, prospecting tools, and account research methodologies.

• Solid understanding of IT services, ITIL frameworks, KPI/SLAs, and delivery models.

• Strong network in the Bay Area / Northern California market.

What Sets You Apart:

• Recognized as a top‑performing hunter/farmer with a strong professional network.

• Proven record of exceeding quota and driving pipeline growth.

• Executive presence and ability to engage at senior leadership levels.

• Commitment to diversity, inclusion, client success, and operational excellence.

What to Expect:

• A strong commitment to diversity and career growth opportunities.

• A competitive base salary plus a generous commission structure.

• Representation of a rapidly growing IT services firm with a solid delivery foundation.

• Freedom to leverage your network and achieve tangible results.

• A collaborative, innovative culture that values integrity and customer success.

Additional Role Context (Key to Success in This Role):

This is a Director of Sales / Mid‑Market to Enterprise Sales Director position with a strong emphasis on new client acquisition across mid‑market to enterprise accounts. The role carries a significant revenue responsibility, with an expected quota of approximately $10M.

This is a true player–coach role:

• The individual will own their personal sales quota while also being responsible for the team quota.

•…