Director of Software Solutions

Job Summary

The Director of Software Solutions creates, communicates, and executes a comprehensive sales and go-to-market strategy that drives competitive differentiation, bottom- and top-line growth, long-term sustainability, new revenue streams, and enhanced value-added capabilities as a trusted digital transformation provider. his role leads the development and execution of strategies that expand and enhance software and digital offerings, strengthen national reach and solution capabilities, advance digital consulting expertise, support integrated services and engineering alignment, and establish cloud-based service models. Additionally, they develop and cultivate relationships with key influencers and decision-makers across target customers, strategic vendor partners, technology partners, and integrated suppliers; positioning Border States as a strategic leader in software-based solutions. 

Responsibilities

Essential Functions 

• Builds and brands the software solutions business for the organization, ensuring business proposition and strategy differentiates Border States from other softer solutions business in the marketplace. 
• Selects and leads the System Integrators that are partners in software solutions business, including defining and aligning all parties to the selection process. 
• Works to gain and maintain a complete understanding of a customer’s industry; understand changes, issues, opportunities and key success factors to ensure we provide value-added services that differentiate Border States from competitors. 
• Oversees the development, execution, and compliance of co-managed objectives of software reseller appointments.
• Manages the sale of the software, hardware installation of each solution, and coordination with the overall company to ensure success and customer satisfaction. 
• Responsible for the management of all customer contracts, ensuring adherence to company policy. 
• Supports defining and articulating the vision, mission, and long-term strategic roadmap for business unit.
• Identifies and prioritizes target industries, customer segments, and solutions verticals aligned to market demand and offerings. 
• Establishes market analysis needs to assess competitive landscape, whitespace opportunities, technology trends, and customer digital maturity levels.
• Develops and executes market entry and expansion strategies to ensure scalable and sustainable growth.
• Establishes services and solutions portfolio structure, including but not limited to customers and system integrators. 
• Understands how industry changes and challenges manifest within the market. 
• Collaborates with company leadership and uses industry knowledge to develop and execute a sales and go-to market strategy to improve customer outcomes and business results.  
• Rallies and navigates the sales force; increasing adoption and understanding of the software strategy to improve results and differentiate Border States. 
• Achieve sales growth goals for assigned product categories and segments.
• Directly responsible for the growth of gross profit, gross margin % and market share within assigned area. 
• Identifies, monitors, and communicates key performance metrics to the organization. 
• Develops, manages performance to, and ensures accountability of a forecast for their business. 
• Owns the operational and financial performance of the Software Solutions business unit, including forecasting development, expense management, and alignment of resources across integrated teams to achieve strategic and financial objectives. 
• Recruits, develops, aligns, and leads the team responsible for successful execution of the strategic sales plan. 
• Approves incentive compensation, base pay and quota levels for direct reports to ensure compliance with forecast results. 
• Defines and supports training programs allowing staff to achieve their full potential and support company objectives. 
• Develops executive level relationships with the top customers, strategic vendor partners, technology partners, and integrated suppliers. 
• Monitors customer, market, and competitive activity and provides feedback to company leadership team and other regional team members roles. 

Non-essential Functions 

• Maintains professional and technical knowledge by. 
• Supports and advocates industry participation on advisory boards or supplier councils to ensure Border States helps shape and influence how supply chain impacts the industry. 
• Provides opportunities to network and be exposed to new ideas in industry at sanctioned functions.
• Performs other duties as assigned. 

Qualifications

• Bachelor’s degree in engineering, business, marketing, or related discipline preferred, or equivalent, relevant work experience. 
• 5-10 years of proven sales leadership in the software business space with specific experience in software sales in the manufacturing and end user space. 
• 5-10 years of experience successfully implementing and working with System Integrators.
• Previous leadership experience required. 
• Leverages enterprise systems, data, and analytics to inform strategic decisions and drive business performance.
• Strong working knowledge in Microsoft Office and SAP.

Skills and Abilities

• Demonstrated deep technical and market expertise to guide strategic decisions, influence vendor partnerships, and shape solution direction. 
• Advanced verbal and written communication skills. 
• Communicates complex strategies and solution roadmaps to executive audience with clarity, influence, and confidence. 
• Demonstrates strategic thinking and long-term planning capabilities aligned with enterprise priorities. 
• Leads organizational change, driving adoption of new digital solutions, processes, and operating models. 
• Applies strong financial acumen to evaluate business cases, manage budgets, and optimize profitability.
• Influences cross-functional leaders and stakeholders to align on strategy, priorities, and execution. 
• Builds and scales high-performing teams through coaching, development, and succession planning. 
• Ability to effectively plan and organize. 
• Demonstrated ability to build and foster executive level relationships. 
• Excellent customer service skills including being competent, accurate, responsive and engaged. 

Physical Requirements

• Frequency at which you would carry/lift in a typical day:
  Occasionally 0 – 33% Frequently 34 – 66% Continuously: 67 – 100%

  • Lift from Waist:
    • < than 10 lbs. - Not at all
    • 10 to 25 lbs. - Not at all
    • 26 to 50 lbs. - Not at all
    • 51 to 75 lbs. - Not at all
    • 75 to 100 lbs. - Not at all
    • 100+ lbs. - Not at all
  • Lift from Floor:
    • < than 10 lbs. - Frequently
    • 10 to 25 lbs. - Frequently
    • 26 to 50 lbs. - Occasionally
    • 51 to 75 lbs. - Not at all
    • 75 to 100 lbs. - Not at all
    • 100+ lbs. - Not at all
  • Carried for Distance:
    • < than 10 lbs. - Not at all
    • 10 to 25 lbs. - Not at all
    • 26 to 50 lbs. - Not at all
    • 51 to 75 lbs. - Not at all
    • 75 to 100 lbs. - Not at all
    • 100+ lbs. - Not at all

Physical Activity

Frequency at which you would do the following in a typical day:

• Sitting (a continuous period of being seated) - Continuously
• Standing (for sustained periods of time) - Frequently
• Walking (moving about on foot to accomplish tasks) - Frequently
• Bending/Stooping (downward and forward) - Occasionally
• Crawling (moving about on hands and knees or hands and feet) - Not at all
• Climbing/Walking Stairs (ascending or descending) - Frequently
• Reaching (extending arms in any direction) - Frequently
• Crouching/Squatting (bending the body downward and forward by bending leg and spine) - Occasionally
• Kneeling (bending legs at knee to come to rest on knee(s)) - Occasionally
• Balancing (maintaining body equilibrium to prevent falling) - Occasionally
• Repetitive Motion (substantial movement (motions) of the wrists, hands, and/or fingers) - Continuously
• Trunk Rotation (movement in any direction, whether standing or sitting, with at least one foot stationary and in contact with the floor) - Occasionally
• Pushing/Pulling (using upper extremities to press against or draw or tug) - Occasionally
• Handling (applying pressure to an object with the fingers and palm) - Continuously
• Fingering (picking, pinching, typing; working primarily with fingers and not whole hand) - Continuously
• Talking (expressing or exchanging ideas by means of the spoken word) - Continuously
• Driving (the control and operation of a Motor Vehicle) - Occasionally
• Desk Work (tasks generally performed at a desk, including use of a computer, printer, fax machine, telephone and other office equipment) - Continuously
• Use of computer - Continuously
• Use of telephone - Continuously
• Hearing (perceiving the nature of sounds at normal speaking levels) - Continuously
• Exposure (to adverse weather & temperature conditions) - Occasionally
• Travel (travel needed to perform job duties) - Occasionally

Additional Information

This job description is a summary of the job duties and responsibilities and is not intended to cover all possible job duties and is subject to change at the employer’s discretion. Employees must be able to perform the essential job duties and satisfy job requirements either with or without a reasonable accommodation.