Senior Director, Sales & Strategic Accounts
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.