Fast Facts
Rafera is seeking a Sales Director responsible for leading a high-performing sales organization in the IT sector. This role involves developing strategic sales initiatives that drive revenue growth while fostering customer satisfaction and team performance.
Responsibilities: Key responsibilities include executing sales strategies, managing account growth, overseeing the sales pipeline, and building strong vendor relationships.
Skills: The ideal candidate should possess strong leadership, relationship-building, strategic thinking, and sales management skills.
Qualifications: A Bachelor's degree in related fields and a minimum of 15 years of IT sales experience with at least 5 years in leadership roles are required.
Location: This position is based in Arden Hills, MN, requiring routine travel within the assigned sales territory.
Compensation: $145000 - $290000 / Annually
rafera is an industry leader in delivering innovative IT products and integrated solutions for K-12, higher education, and state and local governments. Headquartered in Arden Hills, MN, and supported by strategically positioned service centers in the Twin Cities, Louisiana, North Carolina, Oklahoma, and West Virginia, we are uniquely equipped to meet the diverse needs of our customers.
Supported by Rotunda Capital Partners and our strategic investments, we are expanding into new markets. Our recognition on The Channel Company’s CRN Solution Provider 500 List, where we rank among the top 100 providers, demonstrates our excellence as a strategic service provider and our ability to deliver high-impact IT solutions.
We are committed to creating a welcoming and inclusive workplace that respects and values diverse perspectives and talents. Our shared values of embracing growth and continuous improvement, making connections, being dependable, maintaining integrity by doing the right thing, and taking action drive our culture and serve as a guide for how we treat one another and accomplish our work.
The Sales Director provides strategic leadership for a high‑performing sales organization focused on IT devices, services and solutions. This role is accountable for driving sustainable revenue growth and market share gain through strong sales leadership, disciplined execution, and customer‑centric strategies. The Sales Director oversees all aspects of the sales function including team performance, pipeline management, and key customer relationships while ensuring alignment with company strategy, market dynamics, and long‑term growth objectives.
Competencies:
Nimble Learning, Collaborates, Customer Focus, Instills Trust, Action Oriented, Courage, Persuades,
Decision Quality, Manages Conflict, Optimize Work Processes, Business Insights, Builds Effective Teams, Drives Engagement, Ensures Accountability, Communication, Strategic Mindset, Financial Acumen, Balance Stakeholders, Manages Complexity
Essential Responsibilities
The following responsibilities represent the primary functions of the role. Additional responsibilities may be necessary as business needs evolve.
Strategic Sales Leadership
- Develop and execute a comprehensive sales strategy aligned with defined customers, territories, and organizational growth objectives and successfully execute the plan resulting in goal achievement.
- Monitor industry trends and emerging technologies across IT devices, managed services and solutions to ensure competitive positioning.
- Translate company strategy into clear sales priorities, goals, and execution plans.
Account Management & New Customer Growth
- Lead the growth and retention of strategic accounts by ensuring high customer satisfaction and identifying opportunities to expand solutions and services.
- Drive new customer acquisition by leveraging expertise in contracts, bids, and procurement cycles.
- Partner cross‑functionally with Marketing, Product, and Services teams to develop and execute tailored go‑to‑market strategies.
Sales Operations & Performance Management
- Establish, track, and report on key performance indicators (KPIs) across customers, markets, and sales team members.
- Manage the end‑to‑end sales pipeline from lead generation through contract execution, ensuring accurate forecasting and consistent quota attainment.
- Provide regular, data‑driven updates to senior leadership on sales performance, market opportunities, risks, and trends.
Vendor & Partner Management
- Develop and maintain strong relationships with strategic vendors and partners to ensure access to innovative and competitive technology solutions.
- Negotiate pricing, terms, and agreements to maximize customer value and organizational profitability.
People Leadership & Team Development
- Build and sustain a high‑performing, values-driven sales culture rooted in growth, integrity, dependability, action, and connection.
- Maintain an active leadership presence, providing regular coaching, communication, and support.
- Establish and standardize sales policies, processes, and best practices.
- Set clear performance expectations aligned with strategic goals and hold team members accountable for results.
- Manage performance, development, and career progression, including corrective action when necessary.
- Ensure appropriate staffing levels, lead succession planning efforts, and actively participate in recruiting and talent development initiatives.
- Maintain professional competence and continuously strengthen leadership, technical, and market expertise.
Minimum Skills, Abilities, and Requirements
- Bachelor’s degree in Sales, Marketing, Business, or a related field, or equivalent combination of education and relevant experience.
- Minimum of 15 years of progressive experience in IT sales, including at least 5 years of people leadership experience.
- Demonstrated success managing and growing strategic accounts.
- Deep understanding of IT devices, managed services and solutions.
- Strong knowledge of procurement processes, contract vehicles, and compliance requirements.
- Proven ability to lead, mentor, and develop high‑performing sales teams.
- Exceptional relationship‑building, negotiation, and influence skills.
- Strong strategic thinking, problem‑solving, and results orientation.
- Excellent written and verbal communication skills, with the ability to present to internal and external stakeholders.
- Self‑directed, highly organized, and capable of managing multiple priorities autonomously.
- Willingness and ability to travel routinely within the assigned sales territory.
Technology & Systems
- Proficiency with CRM platforms (HubSpot preferred).
- Experience in using sales analytics and performance reporting tools.
- Strong proficiency with Microsoft Office, particularly PowerPoint.
