Director, Sales

Job Summary

The Sales Director, Converged Communications leads the inside sales team supporting ScanSource’s Converged Communications strategy — the unification of ScanSource Specialty and Intelisys technologies, services, and expertise to meet growing demand for specialty hardware devices, cloud connectivity, unified communications (UC), and customer experience (CX) solutions. This role is responsible for driving account development and partner recruitment across a large and rapidly growing community of reseller and agent partners within the converged unit.

Leading a team of inside sales representatives, the manager builds a high-performing, accountable sales culture — developing reps who are both operationally excellent (disciplined in activity, pipeline, and process) and relationally excellent (trusted, consultative resources to the partners they serve). Through coaching, structure, and clear accountability, this role turns daily sales activity into measurable, high-growth outcomes for the reseller and agent partner communities.

Primary Responsibilities

• Lead and develop the inside sales team: Recruit, coach, and retain a team of inside sales representatives; set clear expectations, provide ongoing development, and build a culture of high performance and accountability.
• Drive partner account development: Own the strategy and execution for developing and expanding a large, growing base of reseller and agent partners — deepening engagement, uncovering opportunity, and accelerating partner activation across the converged portfolio.
• Own partner recruitment: Direct proactive outreach and recruitment that brings new reseller and agent partners into the converged unit, and ensure smooth handoffs into onboarding and enablement.
• Account map and drive outbound with supplier teams: Work closely with supplier and vendor teams to account-map the partner base, identify white space, and drive coordinated outbound campaigns aimed at growing wallet share within existing partners and recruiting new reseller and agent partners.
• Build operational excellence: Instill disciplined sales fundamentals — activity levels, pipeline hygiene, CRM accuracy, follow-up cadence, and consistent process — so the team executes predictably and at scale.
• Build relational excellence: Develop reps who earn partner trust, communicate as consultative advisors, and build lasting relationships that differentiate ScanSource across the channel.
• Drive activity and accountability: Establish clear KPIs and daily and weekly activity standards; monitor performance, coach to the numbers, and hold the team accountable to goals that ladder up to high-growth targets.
• Set and pursue high-growth goals: Translate converged-unit growth objectives into team and individual targets, track progress, remove barriers, and course-correct to keep the team on pace.
• Coach through data and pipeline reviews: Run regular one-on-ones, pipeline reviews, and call coaching to sharpen skills, improve conversion, and advance opportunities.
• Partner cross-functionally: Work closely with field sales, channel and partner development, supplier management, marketing, and enablement to align inside sales efforts with the broader converged go-to-market.
• Develop talent and build the bench: Identify and grow future talent, create advancement paths, and build the team capacity that supports a rapidly scaling converged unit.
• Report on performance: Give leadership clear visibility into activity, pipeline, recruitment, and growth metrics, and translate results into actionable insight.

Key Internal and Partner-Facing Relationships

• Inside sales team (direct reports): Lead, coach, and develop the reps responsible for partner account development and recruitment.
• Reseller and agent partner communities: Oversee the team’s engagement, development, and recruitment across a large and growing partner base.
• Sales groups across all channels: Collaborate with sales teams across every channel in the organization — Specialty Technology (barcode and mobility, POS and payments, networking, physical security, and communications), Intelisys agent and advisory sales, and field, segment, and account teams — to coordinate coverage, share leads, and jointly pursue converged opportunities.
• Channel and partner development and enablement teams: Align recruitment and onboarding so newly engaged partners activate quickly.
• Cross-functional departments: Partner with sales operations, marketing and demand generation, supplier and vendor management, finance and credit, services and configuration, IT and systems, product management, and talent and recruiting to remove friction and support partner and team growth.
• Sales leadership: Report on performance, forecast accurately, and help shape strategy for the converged unit.

Key Skills and Competencies

• Proven people leadership — hiring, coaching, and developing high-performing inside sales teams.
• Track record of driving activity-based sales performance and achieving aggressive growth goals.
• Strong understanding of channel and partner sales dynamics across reseller and agent/agency models.
• Ability to build accountability while sustaining morale — balancing pressure with support and development.
• Skilled in sales process, pipeline management, forecasting, and CRM discipline.
• Excellent communication and relationship-building with partners and internal teams.
• Data-driven coaching; comfortable using metrics to diagnose and improve performance.
• Ability to scale a team and its processes in a fast-growing environment.

Measures of Success

• Revenue growth across the converged unit, including wallet-share gains within existing partners and revenue from newly recruited partners.
• Growth in active, engaged reseller and agent partners within the converged unit.
• Partner recruitment volume and activation rates.
• Team attainment of activity standards and growth targets.
• Improvement in rep performance, ramp time, and retention.
• Pipeline growth and conversion across the partner base.
• Consistent, accurate forecasting and reporting.
• A strong, scalable, high-accountability sales culture.

Overall Impact

This role is the engine behind account development and partner growth in the converged unit. By building an inside sales team that is both operationally disciplined and relationally trusted, and by driving relentless activity and accountability, the Sales Director accelerates recruitment and development across the reseller and agent communities — turning daily execution into the high-growth outcomes that power ScanSource’s converged strategy.

Compensation

Base Range : $87,100 - $100,000 and total compensation range: $130,000 - $150,000

Actual annual salary offered to a candidate will be based on a number of variables including work experience, education and skills/ achievements, and will be mutually agreed upon at the time of offer. 

For non-sales roles and sales roles with a variable component, total compensation reflects both a base salary and variable targets.

While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our employees enjoy a variety of comprehensive benefits, including medical/dental/vision coverage, life insurance, and a 401(k) plan with matching provision.  Outside of CA, ScanSource grants 128 hours of paid time off (PTO) each calendar year (prorated for date of hire).   In the state of CA, employees accrue a set number of hours each pay period equaling the same 128 hours of PTO.  ScanSource also celebrates 10 paid company holidays.

ScanSource, Inc. is an Equal Opportunity Employer

EOE/M/F