Mid-Range is a privately owned, Canadian company headquartered in Markham, Ontario. Established in 1988, Mid-Range has grown from three founders to a full time staff of over 70+. The company provides 24/7/365 multi-platform I.T. private cloud and hybrid environments as well as hosting, managed services, disaster recovery, BuaaS, DRaaS and high availability in our own data center as well as 3rd party data centres. Mid-Range has a JD Edwards ERP sales and consulting services practice second to none and is an Oracle Partner. Mid-Range is an IBM Platinum Partner for hardware, software and services and an HPE, Lenovo, Microsoft, VMWare and Veeam Gold Service Provider. We also provide field services for these vendors’ products and services.

About the Role

Position:  Director of Sales

Reporting to the Vice President Sales, the Director of Sales is responsible for direct, monitor and report on Mid-Range sales objectives and initiatives. Set short and long-term sales strategies and evaluate effectiveness of current sales programs. Recommend product or service enhancements to improve customer satisfaction and sales execution.

Duties and Responsibilities: 

  • Account Management: Work with sales reps on account plans including introducing every Mid-Range service or product offering either new or complementary to our account base as   well as prospects
  • Marketing Enhancement: Working with marketing to inform customers and prospects of all Mid-Range offerings
  • Determine annual unit and gross-profit plans by analyzing trends and results
  • Establish sales objectives by forecasting and developing annual sales quotas for both hardware focused reps and services focused reps projecting expected sales volume and profit for existing and new products
  • Implement sales programs by developing field sales action plans
  • Maintain sales volume, product mix and selling price by keeping current with supply and demand, changing trends, economic indicators and competitors
  • Maintain professional and technical knowledge by attending IBM, Lenovo, Veeam and other industry educational workshops and updates as needed
  • Review professional publications; establish personal networks participate in professional societies
  • Contribute to team effort by accomplishing related results as needed
  • Plan to ensure achievement of quarterly and personal target aligning with company sales policies and strategies
  • Manage, develop, coach, control and motivate the sales force to develop their skill to ensure that a high professional standard is achieved and quarterly sales targets are met
  • Ensure targets are delivered through people management, performance review, reward and individual recognition
  • Assess the strengths and weaknesses of the sales team and manage the sales program accordingly
  • Provide on-the-ground support for sales associates as they generate leads and close new deals
  • Meet with customers to discuss their evolving needs and to assess the quality of our company’s relationship with them
  • Develop and implement new sales initiatives, strategies and programs to capture key demographics
  • Occasionally sell to a handful of direct accounts until such time as they are established and can be handed off to a sales rep.  Provide sales support to distribution partners as needed to facilitate the ordering and delivery process
  • Continually develop knowledge of the business climate, applications and competition
  • Oversee the maintenance of data relative to partners, accounts and activities and will document customer interactions
  • Prepare reporting weekly and monthly as needed
  • Manage the company CRM system to ensure that all contacts, phone numbers, email addresses and opportunities are up to date.
  • Undertake other duties as directed by the VP, Sales or someone appointed by him.

Required Qualification-Knowledge, Skills, Abilities, Education, Experience:

  • Previous experience selling managed services, hosting, outsourcing, high availability and disaster recovery offerings including BUaaS, DRaaS, for Intel based IBM Power & Storage systems including private cloud.  In addition, experience selling the aforementioned offerings on-premise is a must.
  • Knowledge of IBM Canada channels programs and products.
  • Specifically IBM Power & Storage offerings as well as IBM Software
  • Knowledge of Lenovo Canada channels programs and products
  • Knowledge of Veeam software channels and offerings
  • Knowledge of Microsoft, VMWare, Veeam and other vendors’ licensing options would be an asset.
  • Knowledge of Oracle JD Edwards Enterprise One market would be a definite asset.

We offer competitive compensation package including benefits plan.

Location: Markham, ON Monday – Friday

Mid-Range welcomes and encourages applications from people with disabilities.  Accommodations are available on request for candidates taking part in all aspects of the selection process.

Please forward resume in confidence to: hr@midrange.ca . Only those being considered for an interview will be contacted.

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