Indirect Sales Manager Jobs in Virginia (NOW HIRING)

The Regional Director, Sales (RSD) is a member of AVI‑SPL’s senior Sales Management organization and will provide leadership and guidance, development and management of the field sales leaders and the sales personnel in an assigned geographic region with the goal of managing the company’s growth expectations and business objectives while expanding market presence and wallet share and maximizing customer engagement.

The RSD will establish strong relationships with Service and Systems Integration Line of Business leadership and work closely with the regional operational leadership, sales operations, sales vertical practice leaders, marketing, channel and other indirect sales leadership to enhance systems integration and service revenue, increase customer satisfaction and customer retention.

As a senior Sales Manager, your focus will be on expanding market presence, driving wallet share, and maximizing customer engagement across a geographic region.

• Develop go‑to‑market strategies, leveraging the company’s entire portfolio to promote new markets, increase existing customer wallet share, and improve competitive position in the region, while analyzing market conditions including pricing and competition to achieve organizational goals.
• Actively manage field sales leadership and their respective team members’ weekly sales activities, sales pipelines, and customers to ensure the achievement of business performance targets and standards, taking timely action as necessary.
• Lead regular 1:1 meetings with field sales leadership and other company practice leaders to develop and implement strategic sales plans, monitor business plans, and enhance team alignment behind key strategic business goals of the region.
• Direct sales forecasting activities, including regular sales commitment calls and quarterly outlook, account and business reviews.
• Work with EVP, Global Sales and SVP of region to establish annual territory and individual performance targets that align with overall business goals as well as deliver regular region performance reviews.
• Direct staffing, training and performance evaluations to attract, hire, develop and motivate high‑impact field sales personnel capable of exceeding sales quotas relative to the region’s strategic objectives.
• Coordinate indirect influencer sales and channel development activity.
• Provide input to Service and Systems Integration Line of Business leadership on solution and offering simplification and standardization to enhance profitability and improve sales efficiencies.
• Meet with key clients, assisting sales leadership and personnel with maintaining relationships and negotiating and closing deals, including strategically orchestrating opportunity presentations.
• Lead the field sales leadership and their teams in proposal creation and win strategy, including pricing and value add.
• Work with SVP of region to manage sales expense budgets to meet company objectives.
• Collaborate with the Marketing department on marketing tactics and market conditions and ensure appropriate delivery of marketing and sales tactics in the region.
• Work closely with sales operations to utilize reports and tools to monitor attainment of regional sales and personnel goals.
• Oversee the recruiting, interviewing, hiring, training and staffing of the sales team in conjunction with field sales leadership.
• Foster an environment that rewards accomplishment and encourages the advancement and retention of productive employees.
• Perform other duties as assigned.

• Proven leadership skills and ability to create alignment among management and develop staff.
• Ability to direct a team toward strategic objectives and maintain efficient timelines in task completion.
• Strong analytical, prioritizing, problem‑solving, presentation, budgeting, project management and planning skills.
• Exceptional strategic thinking and structured problem‑solving skills.
• Ability to build internal and client‑facing relationships.
• Excellent presentation skills and comfort sharing thought leadership with executive stakeholders.
• Excellent communication and interpersonal skills, both verbal and written.
• Proficiency with Microsoft Office (Word, Excel, Outlook, etc.) and various business productivity systems.
• Ability to balance multiple tasks with changing priorities.
• Self‑starter capable of working independently and meeting deadlines.
• Valid driver’s license and motor‑vehicle record meeting AVI‑SPL standards.

• Minimum of a 4‑year degree or comparable industry experience; a master’s degree is preferred.
• 5+ years progressive sales management experience.
• 5+ years in a leadership role (direct or indirect).
• Demonstrated experience growing new customer account base and exceeding budgeted sales targets.
• Proven experience supporting strategic growth, training and development of sales professionals.
• Extensive experience developing and implementing business processes and streamlining operations.
• Experience in business/strategic planning and execution, including diligence, acquisition and integration (a plus).
• Demonstrated experience understanding and executing sales strategies and processes, resulting in exceeding business targets.

• Medical benefits, including vision and dental.
• Paid holidays, sick days, and personal days.
• Enjoyable and dynamic company culture.
• Training and professional development opportunities.

AVI‑SPL is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, disability status, or membership in any other group protected by federal, state, or local law. AVI‑SPL is an AA/Disabled/Veteran Protected Employer VEVRAA Federal Contractor.

AVI‑SPL reserves the right to alter work hours and work location as necessary. Work hours may vary based on client requirements and may include travel to various locations in support of the account.

Pay Type: Salary

Base Salary Range: $170,000 - $215,000

This pay range represents the base salary for this position. Actual compensation within the range will depend on a variety of factors including but not limited to experience, skills, and location.

Competitive base salary plus earning potential through a performance-based incentive plan designed to reward results and high achievement.