Senior Director, Enterprise Mobility

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..