Role OverviewThe
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 ResponsibilitiesBusiness & 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.
