Director, Client Operations

Duties / Responsibilities

Regional Leadership & Organizational Design 

 

Lead and develop Senior Managers and Managers within the assigned region 

Design and continuously refine regional coverage models aligned to revenue growth and segment complexity 

Evaluate span-of-control, workload distribution, and structural alignment 

Drive succession planning and leadership bench development 

Partner with regional Sales Leadership to ensure operational alignment and execution readiness 

Lead during periods of Financial Close, End of Month/Quarter/Year. Marshalling resources to achieve results during high stress, time constraint periods. 

 

Operational Governance, Forecast Discipline & Salesforce Integrity 

Establish and maintain regional quote-to-cash governance standards aligned to enterprise frameworks 

Ensure disciplined Salesforce hygiene standards are consistently reinforced across teams 

Own regional oversight of month-end Salesforce activities, including opportunity updates, stage accuracy, close date integrity, and required documentation compliance 

Ensure forecasting cadence and pipeline validation processes are consistently executed by Managers 

Identify systemic forecast volatility, revenue timing risks, or margin exposure trends within the region 

Escalate material operational or financial risks to leadership 

Monitor recurring booking errors, documentation gaps, or process inefficiencies and drive structural corrective action 

Sponsor regional and enterprise workflow improvements and system enhancements to increase scalability and execution consistency 

  

Sales Partnership & Cross-Functional Alignment 

Serve as the senior Client Operations partner to regional Sales Leadership, including Managing Directors and EVP alignment 

Maintain regular cadence with Sales Leadership regarding pipeline health, forecasting discipline, coverage effectiveness, and operational readiness 

Provide structured operational insights to support Sales in achieving financial objectives 

Oversee resolution of high-impact escalations related to opportunity management, forecasting integrity, booking compliance, product delivery coordination, AP/AR exposure, and revenue recognition considerations 

Partner closely with Finance to ensure margin protection, compliance with revenue recognition standards, and financial stability 

Partner with Alliances to interpret OEM, distributor, and partner program structures and translate program requirements into scalable operational processes and governance standards 

Ensure partner program incentives, rebates, special pricing agreements, and funding mechanisms are operationalized in alignment with internal booking policies, margin guidelines, and revenue recognition standards 

Partner with peer Directors to ensure consistent Client Operations standards and escalation frameworks across regions 

*Other job duties as assigned 

Education and Experience

Bachelor’s degree required 

7+ years in Sales Operations, Client Operations, Finance, or Sales Support 

4+ years people leadership experience preferred 

Experience leading cross-functional initiatives or transformation efforts 

Experience in technology reseller strongly preferred 

Knowledge, Skills , Abilities

Strong people leadership and talent development capabilities 

Organizational design and capacity planning expertise 

Polished presentation and communication skills suitable for senior sales leadership engagement 

Strong business and financial acumen 

Systems thinking and operational governance mindset 

Ability to influence cross-functional stakeholders 

Experience leading change management initiatives 

Strong analytical and reporting capability 

Ability to operate effectively in high-pressure, sales-driven environments 

Physical Requirements

The physical demands described below are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions, in accordance with the Americans with Disabilities Act (ADA), the Family Medical Leave Act (FMLA), and other applicable federal, state, and local laws.  

Performance of Essential Functions: Ability to safely and effectively perform all essential job functions listed herein while meeting established productivity and quality standards. 

Attendance: Ability to maintain regular and predictable attendance, consistent with ADA, FMLA, and other applicable requirements. Includes ability to safely and reliability travel to and from an office and/or client work site, as required. 

Work Environment: Ability to perform job duties at customer sites or in data center environments which may include: 

Standing, walking, bending, and lifting or moving equipment weight up to fifty (50) pounds. 

Working in areas with fluctuating temperatures, including warm and cold environments, both indoors and outdoors.  

Exposure to production environments that may include higher noise levels, bright lighting, and varying airflow. 

Manual Dexterity: Ability to use hands and fingers to handle, feel, or operate objects, tools, or controls, and reach with hands and arms, as needed. 

Communication Skills: Ability to hear, listen, and communicate clearly while performing job duties.  

  

*Table needs to be completed if necessary for role. 

 

 

 

Never 

Occasionally 

.25 – 2.5 Hrs Daily 

Frequently 

2.5 - 5.5 Hrs Daily 

Continuously 

5.5 - 8.0 Hrs Daily 

Sit 

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Stand 

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Lift/Carry 

 

 

 

 

0 - 10 Lbs 

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10 - 20 Lbs 

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20 - 50 Lbs 

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50 - 100 Lbs 

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Over 100 Lbs 

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Walk 

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Drive 

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Reach Above 

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Bend/Stoop 

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Use Hands for Pushing/Pulling 

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Fine Manipulation 

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Stress Level 

Low 

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Moderate 

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High 

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Very High 

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