• Director, Platforms

    Posted Date 2 weeks ago(11/27/2018 12:48 PM)
    Job ID
    Sales, Marketing & Media
  • About DMI

    DMI, the world’s first end-to-end mobility company, combines all the skills and services necessary to deliver mobile enterprise solutions. Built to reinvent business through mobility, DMI has expertise in mobile strategy, UX, web, and app development, omni-channel commerce, brand and marketing, IoT and big data analytics, and secure device and app management. The company’s unique, integrated approach to mobility has resulted in dramatic growth as well as an expanding client base, which includes hundreds of Fortune 1000 commercial clients and all fifteen U.S. Federal Departments. DMI is headquartered in Bethesda, MD, with satellite offices around the world. The company was named one of the 2018 Top Workplaces in the Washington, DC area by The Washington Post and received Inc. Magazine’s Hire Power Award as one of the top 100 Private Job Creators in the US. Additional information is available at and on LinkedIn, Twitter, Facebook, and Instagram.

    About the Opportunity

    Head our Platforms Business and administrator in direct support the Group President. Provide insightful analyses; act as catalyst in integrating various support functions; and driving unifying and integrating processes that align Sales and LOB resources, plans and strategies. Administrative lead to coordinate all administrative aspects of Sales operations with support and line functions. Must operate independently but in coordinated manner and must have strong analytical skills and ability to project forward and to envision pragmatic solutions.

    This key role provides comprehensive insight into leadership and builds core functional and communication skills. These are essential to broad based career development to professional and executive ranks.  Confidentiality and discretion are imperative.

    Duties and Responsibilities:

    • Focus on analysis and integration of data and processes that are spread across the organization. Includes Sales Operations, Sales Planning, Pipeline process implementation, reporting and analysis. Refine the use and administration of sales tools to drive Market Research. Offloads these roles from Group President and Sales Management.
    • Sales Administration.  Handles Sales administration as directed by Group President, including planning, budgeting, incentive compensation, and coordination activities in conjunction with other support functions. Maintain all Sales organizational calendars relating to planning and act as a lead planner/ facilitator for all processes that tie Sales together with internal and external stakeholders.  Administers roles related to Quota and Sales team performance and measurement.
    • Budgets and plans.  Strongly support development and management of budgets and plans as directed by Group President. Maintain deep operational understanding of all numbers, status, and plans. Accurately anticipate developments in advance and ensure these are factored into strategies and communications.  Maintain plans that clearly and concisely convey useful and actionable information and strategies, not just data.  This includes overhead, salary and bonus compensation, pipeline and revenue projection plans.
    • Pipeline management tools and processes.  Drive processes and tools to enable insight into Pipeline and projected revenue by Sales Executives.  In support of Group Sales, act as lead Business Analyst to build out CRM pipeline management and revenue projection tools and reports, working with Sales Performance Management and Finance as required.  Establish, maintain, and enhance supporting processes that engage all stakeholders.  Drive Cadence and Gate Reviews, and interim reviews, to ensure accuracy of data and associated projections, avoiding surprises that should be foreseen.
    • Revenue projection. In conjunction with support functions, lead the development of Sales’ revenue analyses and scenarios based on accurate CRM information. Standard is transparency and visibility of operations allowing sufficient time for leadership to act to impact the results.  Accuracy in converging on plan is essential, and in describing anticipated variances, major dependencies, and recommendations for Business Units.
    • Bid/ no bid process. Manage the process and stakeholders to ensure the correct information is reported with insightful analyses to the right people at the right time. Manage the politics.
    • Win/ Loss analyses. Drive team in compilation, analysis and reporting of actions and recommendations.  Align operational recommendations and implementations.
    • Compensation Planning. Manage compensation plans for all staff including salary and bonus. Proactively maintain awareness of broader contexts and help Group President manage and motivate behaviors and results. Maintain absolute confidentiality and discretion.
    • Communications.  Independently develop frameworks and proactively assist preparation of key presentations and reports for Group President.  Communications should be clear and concise with high informational content and ability to influence recommended action.
    • Business Processes.  Act as team leader for documentation and promulgation of business processes affecting Sales Operations.  This includes acting as lead Business Analyst to define recommendations for process improvements and to facilitate leadership discussions to gain approvals and capture benefits.  Objectives are to simplify the business, provide correct and timely information to required stakeholders, and to drive efficiencies in our operating model to demonstrate economies of scale.
    • Reporting.  Act as team lead to define new reports while retiring or modifying obsolete or ineffective reports.  These include reports to Senior Management, Sales management and staff, and PMO.  These include pipeline, revenue, profit and staff reports in comparison to plans or metrics.  Information should be as concise and informative as possible.
    • Market Research. As tasked by the Group President, coordinate Market Research activities and improve direct focus on specific targeted and actionable market intelligence.


    Education and Years of Experience: 

    • Requires Bachelor's degree or equivalent and 10+ years of related experience.
    • 10+ years of related experience managing sales support functions for sales teams focused on Fortune 500 businesses
    • Proficient with sales management tools and reporting, including pipeline management

     Required Skills/Certifications:

    • The ability to share the goals and concerns of the client and understand the technology partner and products available to meet their goals and solve their challenges.

    Physical Requirement(s): Ability to travel extensively as required


    Location: Remote


    Working at DMI

    DMI is a diverse, prosperous and rewarding place to work. We provide our employees with competitive benefits, educational assistance, and career growth opportunities. Every employee is valued for their talents and contributions. We all take pride in helping our customers achieve their goals, which in turn contributes to the overall success of the company. The company does and will take affirmative action to employ and advance in employment individuals with disabilities and protected veterans, and to treat qualified individuals without discrimination on the basis of their physical or mental disability or veteran status. DMI is an Equal Opportunity Employer Minority/Female/Veterans/Disability.

    ***************** No Agencies Please *****************

    Applicants selected may be subject to a government security investigation and must meet eligibility requirements for access to classified information. US citizenship may be required for some positions.



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