Senior Director, Sales & Strategic Accounts

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.

• 8+ years of B2B sales experience in technology solutions, consulting, and managed services.

• Demonstrated success leading sales teams and consistently achieving revenue targets.

• Strong experience in a VAR, channel, or partner-led sales environment.

• Experience working with OEM partners such as Cisco, Dell, Microsoft, or similar ecosystems.

• Proven ability to develop new business, expand existing accounts, and close complex deals.

• Strong communication, negotiation, and leadership skills.

Preferred

• Experience across datacenter, cloud, cybersecurity, network and modern workplace solution sales.

• Solid understanding of AI as a tool to drive productivity across the sales organization as well as use-case selling to customers and prospects.

• Familiarity with leveraging partner programs, incentives, and co-selling models.

• Strong pipeline management, forecasting, and data-driven decision-making capabilities.

Position Type and Expected Hours of Work

• Full-Time

• 40 Hours per Week (Monday through Friday)

• Hybrid role based in the Philadelphia metro area

• Approximately 20% travel to client sites and Arraya offices

This role involves in-person collaboration at our Blue Bell office and local client engagement. Candidates should be located within reasonable driving distance.

Working Conditions and Physical Requirements

Prolonged periods of being in a stationary position while working on a computer

Must be able to move and/or lift up to 40 pounds at times

Must be comfortable operating a computer and/or other office productivity machinery