Senior Director, Enterprise Mobility

We create possibilities that move life and commerce forward Welcome to Manhattan. Every day, our supply chain commerce technology connects two billion people to 20 billion consumer choices. In the warehouse, on the road and in the store, we make what was once impossible, possible. If you want to tackle complex problems and redefine markets, you’ve come to the right place. Role Overview The 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 Responsibilities Business & 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.