Sales Manager, Services & Advanced Solutions+

Location

Hybrid role based in either Harrisburg, PA or Clearwater, FL areas.

Company Overview

D&H is a 100‑year‑old employee‑owned technology distributor offering end‑to‑end solutions for resellers, retailers, and their SMB and consumer clients. The company promotes a collaborative culture and emphasizes community involvement and sustainable, eco‑friendly business practices.

Benefits

• Employee Stock Ownership Plan (ESOP)
• 401(k) retirement plan
• Paid Time Off
• Medical, Prescription, Dental, and Vision insurance
• Gym reimbursement
• Work‑from‑home reimbursement
• Employee Purchase Program
• Tuition assistance
• Numerous discounts on services for co‑owners

Summary

The Services & Advanced Solutions+ Sales Manager is responsible for developing and leading a high‑performing team of sales professionals to achieve revenue targets, key business metrics, and strategic objectives for the D&H Services & Advanced Solutions+ Business Unit. As a subject‑matter expert in professional and managed services and recurring‑revenue models, the Sales Manager drives a campaign‑based selling approach focused on partner transformation, pipeline development, opportunity advancement, and revenue growth. The role works cross‑functionally across the Advanced Solutions+ Business Unit and the broader D&H commercial & consumer sales organization to develop and execute strategic business plans, sales campaigns, partner enablement initiatives, and go‑to‑market programs aligned with priority market segments and solution categories.

Responsibilities

• Develop and lead a world‑class sales team through joint‑selling engagements, group training, individual coaching, performance management, and continuous education focused on services‑led selling.
• Own and achieve the Services & Advanced Solutions+ Annual Operating Plan, including revenue commitments, profitability objectives, business metrics, and strategic growth targets.
• Establish, monitor, and manage team productivity metrics and KPIs (calls, partner meetings, discovery sessions, opportunity creation, proposals, quotes, won opportunities, services revenue, recurring revenue growth, gross profit, AOP attainment).
• Drive consistent pipeline and opportunity‑management discipline using BANT, MEDDPICC, and other qualification methodologies.
• Design and execute measurable sales campaigns in partnership with leadership, product management, vendor management, marketing, and sales teams; provide messaging, materials, training, resources, and performance reporting.
• Identify and prioritize target addressable market (DTAM) partner segments based on services opportunity, growth potential, business maturity, and alignment with strategic solution categories.
• Align team responsibilities, sales campaigns, partner targeting, and revenue initiatives with designated market segments and solution categories.
• Maintain direct engagement with targeted and strategic partners to identify business needs, develop services opportunities, strengthen executive relationships, and accelerate adoption of professional and managed services.
• Identify, develop, and expand relationships with existing and prospective partners capable of generating significant services and recurring revenue.
• Help partners adopt and scale professional services, managed services, lifecycle services, cloud services, security services, and other recurring‑revenue models.
• Serve as a services sales overlay supporting D&H Commercial Sales organizations; coordinate partner strategy, opportunity development, solution positioning, and sales execution across internal teams.
• Align AIM consultants, technical SMEs, sales engineers, solution specialists, and services delivery resources with qualified partner opportunities.
• Support product management and business‑unit leadership in developing services offerings, pricing strategies, go‑to‑market plans, sales motions, enablement materials, partner programs, and vendor‑aligned initiatives.
• Collaborate across sales, marketing, product management, vendor management, finance, operations, and service delivery to coordinate business plans and achieve revenue, profitability, and partner‑adoption objectives.
• Build and maintain a qualified pipeline to meet revenue commitments; ensure accurate documentation of partner activities, opportunities, decision criteria, and outcomes in the CRM.
• Provide timely and accurate pipeline reporting, revenue forecasting, productivity reporting, campaign measurement, and performance updates to leadership.
• Develop and maintain relationships with strategic technology vendors, service providers, consulting partners, and delivery organizations; collaborate on business plans, partner opportunities, sales campaigns, and services growth initiatives.
• Maintain high‑level business, financial, sales, and technical acumen related to professional services, managed services, cloud services, security services, lifecycle services, consulting engagements, and associated business models.
• Engage with D&H leadership to provide business feedback, identify process improvements, remove sales barriers, improve partner experience, and support professional development of co‑owners.
• Demonstrate personal ownership, accountability, urgency, and a consistent drive for results; persist through obstacles to exceed business expectations.
• Promote a culture of collaboration, creativity, accountability, continuous learning, timely execution, and operational excellence; represent D&H professionally and comply with company policies and ethical standards.

Supervisory Responsibilities

• Manage a team of sales professionals operating primarily in a tele‑sales and sales‑overlay environment, including Business Development Managers, Services Sales Specialists, Managed Services Specialists, Technical Specialists, Sales Engineers, Solution Consultants, and other resources.
• Provide ongoing coaching, training, performance feedback, goal setting, and professional‑development guidance.
• Monitor individual and team productivity, pipeline creation, opportunity advancement, forecast accuracy, and revenue attainment.
• Participate in workforce planning, candidate selection, onboarding, performance management, and career‑development activities.
• Create a culture of accountability with clearly defined responsibilities, performance expectations, measurement, and communication.

Qualifications

• Bachelor’s degree in business, technology, marketing, or a related field, or equivalent industry experience.
• Five or more years of experience developing and managing a technology, services, or partner sales team.
• Demonstrated leadership experience with the ability to develop, motivate, coach, and manage a high‑performing sales organization.
• Proven experience in IT sales, services sales, business development, prospecting, partner enablement, and sales management.
• Strong understanding of professional services, managed services, cloud services, security services, lifecycle services, and recurring‑revenue business models.
• Experience owning revenue commitments, sales quotas, operating‑plan objectives, and financial forecasts.
• Demonstrated ability to establish and manage leading and lagging performance indicators.
• Experience applying structured sales qualification and opportunity‑management methodologies (e.g., BANT, MEDDPICC).
• Strong pipeline‑development, opportunity‑management, CRM, forecasting, and organizational skills.
• Experience designing and executing sales campaigns aligned with targeted partner segments and solution categories.
• Ability to identify, qualify, prioritize, develop, and close complex business opportunities.
• Strong cross‑functional leadership skills; ability to coordinate internal sales, technical, operational, marketing, product, and vendor resources.
• Experience supporting product management, go‑to‑market planning, services development, pricing strategies, and sales enablement.
• Excellent presentation and communication skills in virtual, telephone, and in‑person environments.
• Executive presence with the ability to lead professional meetings, partner business reviews, and internal performance discussions.
• Strong negotiation skills and a demonstrated ability to win new business.
• Ability to develop repeatable operational processes and scalable sales programs.
• Strong analytical, financial, forecasting, and problem‑solving skills.
• Ability to collaborate with partners and vendors to develop compelling joint value propositions.
• Business‑transformation experience with the ability to drive organizational and behavioral change.
• Results‑oriented approach with a strong sense of urgency, accountability, and execution.
• Self‑motivated with strong prioritization, organizational, and time‑management skills.
• Proficiency with Microsoft Office applications, CRM platforms, and standard business‑productivity software.
• Continuous‑improvement mindset with experience identifying and implementing process enhancements.