Welcome to Manhattan. Every day, our supply chain commerce technology connects two billion people to 20 billion consumer choices. In the warehouse, on the road and in the store, we make what was once impossible, possible. If you want to tackle complex problems and redefine markets, you’ve come to the right place.
Role Overview
The Senior Director, Enterprise Mobility is responsible for leading the strategy, growth, and execution of the Enterprise Mobility hardware business, with a focus on the resale of third-party endpoint technologies such as mobile computing devices, RFID, printers, scanners, and related peripherals. This role owns the P&L for the Enterprise Mobility hardware portfolio, leads a combined Sales and Engineering organization, and manages strategic relationships with key technology partners and vendors. The Senior Director will set the go-to-market strategy, drive revenue and margin performance, ensure solution quality and delivery readiness, and develop a high-performing, customer-centric team.
Key Responsibilities
Business & P&L Ownership
Own P&L responsibility for the Enterprise Mobility hardware business, including revenue, margin, operating expense, and profitability targets.
Analyze financial performance, pipeline, and forecast accuracy; proactively adjust strategy and tactics to achieve or exceed targets.
Provide regular detailed reporting to higher levels of leadership of ongoing sales performance.
Define pricing, discounting, and margin strategies for third party hardware and services offerings.
Drive portfolio optimization decisions (additions, rationalizations, lifecycle management) based on commercial performance, customer needs, and vendor roadmaps.
Strategy & Go-to-Market for Enterprise Mobility
Define and refine the enterprise mobility vision and strategy, aligned with company goals and overall product and services strategy.
Build and execute go to market plans for key hardware categories and solutions, including positioning, packaging, and sales strategies (e.g., mobile devices, tablets, RFID readers, printers, scanners, accessories, and services).
Ensure tight alignment with software and services teams so that enterprise mobility offerings are integrated into end-to-end solutions (e.g., supply chain, warehouse, retail, transportation).
Monitor market trends, competitive landscape, and emerging technologies; translate these insights into actionable plans for portfolio evolution and differentiation.
Develop business cases for new offerings, partner additions, and investments (e.g., pre-sales engineering capacity, demo equipment, labs).
Partner & Vendor Relationship Management
Serve as the executive owner for strategic relationships with key third-party hardware partners and OEMs (e.g., manufacturers of mobile devices, RFID, printers, scanners, and related technologies).
Negotiate commercial agreements with 3rd party partners, including pricing, rebates, MDF/Co-Op funds, and special programs to optimize profitability and competitiveness.
Establish joint business plans, sales targets, and marketing initiatives with partners; maintain regular executive reviews and QBRs.
Ensure roadmap alignment between partners’ technologies and the company’s solution strategy, influencing partner roadmaps where possible based on field feedback and customer needs.
Resolve escalations, performance issues, and contractual questions with partners, balancing commercial, operational, and customer considerations.
Sales Leadership & Revenue Growth
Work with the Director of Sales to define sales coverage models, territories, quotas, and incentive plans to drive focus, accountability, and growth.
Provide hands on deal leadership and intervention for strategic opportunities, executive-level customer engagement, and complex solution structuring.
Drive forecast discipline, pipeline hygiene, and sales process adherence and standard operating cadences (e.g., pipeline reviews, QBRs, forecast calls).
Develop sales tools and enablement (playbooks, ROI models, competitive positioning, proposal templates) in partnership with and the Director of Sales.
Engineering, Solutions & Delivery Readiness
Manage the Enterprise Mobility Engineering and Solutions teams, including solution architects, pre-sales consultants, and post-sales implementation and support engineers..
Ensure the team can design, size, validate, and support complex hardware solutions including mobile endpoints, wireless infrastructure dependencies, RFID, printers, and scanners tailored to customer environments.
Oversee the creation and maintenance of reference architectures, configuration standards, and best practices for Enterprise Mobility solutions.
Partner with Engineering Services team to ensure deployment readiness, including staging, kitting, configuration, and post-go-live support models.
Drive quality and risk management in designs and proposals, ensuring solutions are scalable, supportable, and aligned with customer SLAs and security/compliance requirements.
People Leadership & Organizational Development
Directly manage a multi-disciplinary team spanning Sales and Engineering, with managers and individual contributors across multiple locations.
Set clear goals, expectations, and performance standards; conduct regular performance reviews and provide ongoing coaching and feedback.
Foster a culture of collaboration between sales, engineering, operations, and other cross-functional partners, emphasizing accountability, transparency, and shared success.
Lead the team through change, including new processes, tools, partner shifts, and portfolio evolution, ensuring strong communication and adoption.
Cross-Functional Collaboration
Collaborate closely with Manhattan Product Management, Services, Support, Operations, Finance, Legal, and Marketing to execute the enterprise mobility strategy.
Partner with Product / R&D teams to ensure that hardware offerings complement software capabilities and are tightly integrated at the solution level.
Work with Operations and Supply Chain to manage inventory, lead times, logistics, and lifecycle management for third-party hardware offerings.
Engage Marketing to drive campaigns, events, thought leadership, and demand generation for enterprise mobility solutions.
Align with Finance and Legal on deal structures, contract terms, compliance, and risk management.
Required Qualifications
Bachelor’s degree in Business, Engineering, Information Systems, Supply Chain, or a related field; MBA or equivalent advanced degree preferred.
10+ years of experience in enterprise technology, hardware, or mobility solutions, with 5+ years in a senior leadership role managing P&L and teams.
Demonstrated success owning and growing a P&L, including planning, forecasting, and delivering on revenue and profitability targets.
Proven track record leading Sales organizations that sell complex B2B technology solutions, ideally involving both hardware and software.
Experience leading technical or engineering teams (e.g., solution architects, pre-sales, hardware engineers) and driving close collaboration with Sales.
Strong experience in partner and vendor management, including negotiating commercial agreements and running joint business plans with OEMs and technology partners.
Deep familiarity with enterprise endpoint technologies including rugged mobile computers/devices, RFID, barcode scanners, label and industrial printers, and related peripherals.
Experience in supply chain, warehouse, logistics, retail, or field service environments is highly desirable.
Key Competencies & Skills
Strategic Leadership: Ability to define and communicate a clear vision and strategy for the enterprise mobility business and translate it into executable plans.
Commercial Acumen: Strong understanding of P&L drivers, pricing, discounting, and profitability levers for hardware and services.
Partner Management: Skilled at building and maintaining deep, flywheeling win-win relationships with OEMs and technology partners.
Sales Excellence: Proven ability to lead sales teams, drive disciplined sales execution, and close large, complex enterprise deals.
Technical Depth: Solid understanding of endpoint technologies and how they integrate into broader software and infrastructure stacks.
People Leadership: Demonstrated success building, developing, and retaining high-performing teams across sales and engineering disciplines.
Customer Focus: Strong executive presence and a track record of engaging directly with C-level and senior operational stakeholders.
Change Management: Ability to lead through ambiguity, drive adoption of new processes and offerings, and navigate evolving market conditions.
Communication & Influence: Excellent verbal and written communication skills; able to influence stakeholders at all levels inside and outside the organization.
Travel Requirements
Ability to travel 25-50% of the time (domestic and potentially international) for customer meetings, partner visits, conferences, advisory councils, internal planning sessions, and other industry events.
At Manhattan, it’s about more than just the work. From cultural celebrations to interest groups to volunteer opportunities, your true self is always welcome here. Our team members’ backgrounds, experiences and perspectives add to us as a whole and make us unique.
We are proudly an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a veteran. In the United States, Manhattan Associates participates in the Employment Eligibility Verification Program (E-Verify) operated by the Department of Homeland Security in partnership with the Social Security Administration. Participation in the E-Verify Program allows Manhattan to confirm the employment eligibility of all newly hired employees after the Employment Eligibility Verification Form (Form I-9) has been completed.
Skills Required
- Bachelor's degree in Business, Engineering, Information Systems, Supply Chain, or related field
- MBA or equivalent advanced degree
- 10+ years of experience in enterprise technology, hardware, or mobility solutions
- 5+ years in a senior leadership role managing P&L and teams
- Demonstrated success owning and growing a P&L, including planning, forecasting, and delivering on revenue and profitability targets
- Proven track record leading Sales organizations that sell complex B2B technology solutions (hardware and software)
- Experience leading technical or engineering teams (solution architects, pre-sales, hardware engineers)
- Strong experience in partner and vendor management, including negotiating commercial agreements and joint business plans with OEMs
- Deep familiarity with enterprise endpoint technologies including rugged mobile computers/devices, RFID, barcode scanners, label and industrial printers, and related peripherals
- Experience in supply chain, warehouse, logistics, retail, or field service environments
- Ability to travel 25-50% of the time (domestic and potentially international)
Manhattan Associates Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Manhattan Associates and has not been reviewed or approved by Manhattan Associates.
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Fair & Transparent Compensation — Pay is generally characterized as on par with industry standards and often described as fair or above average, with stronger competitiveness in certain roles and at higher seniority. The overall picture suggests a “solid but not standout” base-compensation experience that can feel better when variable pay or role leverage is higher.
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Wellbeing & Lifestyle Benefits — Well-being programs are positioned as a notable strength, including mental-health resources and support tools such as Headspace access, an EAP, and financial-wellness offerings. These lifestyle-oriented extras appear to elevate the perceived total rewards value beyond salary alone.
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Parental & Family Support — Family-support benefits are highlighted through caregiving assistance (e.g., Care.com access) and the presence of maternity and paternity/partner leave. The existence of dedicated family and caregiver support contributes positively to the overall benefits perception.
Manhattan Associates Insights
What We Do
For more than 30 years we have earned a reputation for building technology solutions that solve the most complex business problems in supply chain, inventory and omnichannel.
