Director of Software Solutions

Be part of a growing, successful company in an exciting and challenging field. Border States is 100% employee-owned, which means you’re empowered to make decisions, find solutions and receive rewards for your hard work.
 
This position will be located in: Fargo, ND This position may be based out of any Border States location or in close proximity to one, with travel required. 

Application Deadline: March 6, 2026

Please note that the position may be filled before or after the listed application deadline. Applications will only be accepted while the posting remains active.

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 com