Director, Client Operations

The Director of Client Operations is responsible for the strategic leadership, organizational design, and financial stewardship of the Client Operations function within an assigned region. Reporting to the VP of Operations and aligned to the EVP of Sales, this leader ensures operational rigor, forecasting discipline, and margin protection across their regional sales segment.

In addition to regional accountability, each Director partners closely with peer Directors to ensure consistent governance standards, coverage models, and operational practices across the broader Client Operations organization. This role balances regional ownership with enterprise-wide functional alignment to support scalable growth and financial discipline.

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

Stand

Lift/Carry

0 - 10 Lbs

10 - 20 Lbs

20 - 50 Lbs

50 - 100 Lbs

Over 100 Lbs

Walk

Drive

Reach Above

Bend/Stoop

Use Hands for Pushing/Pulling

Fine Manipulation

Stress Level

Low

Moderate

High

Very High