Vice President - Sales

WHO WE ARE

AVI-SPL is a digital enablement solutions provider who transforms how people and technology connect to elevate experiences, create new value, and enable organizations to thrive and grow. We are the largest provider of collaboration technology solutions, which include our award-winning managed services.

Our highly certified industry experts and innovation leaders share a vision to help people work smarter and live better. We believe that success starts with a sound team and that an inclusive and diverse workplace moves us all forward.

WHAT YOU’LL DO

The VP, System Integration Sales is responsible for the global strategy, sales operational execution, and business performance of the System Integration line of business. This senior leadership role serves as the line of business owner, accountable for the commercial success, partner alignment, and operational scalability of system integration offerings—including Unified Collaboration solutions—delivered through a reseller model. While technical product ownership resides with the Global Engineering function, this role ensures that manufacturer-provided and internal offerings are effectively positioned, supported, and scaled across markets. The position requires strong cross-functional leadership, global coordination, and a focus on delivering both bespoke and simple solutions through a partner-driven ecosystem.

Day-to-Day Responsibilities:

Line of Business Ownership

• Lead the global strategy and performance of the System Integration line of business, including revenue growth, margin optimization, and market expansion.
• Align with manufacturer partners on offering roadmaps, lifecycle planning, and go-to-market strategies.
• Collaborate with Global Engineering to ensure technical feasibility, solution integrity, and support for manufacturer-provided offerings.
• Monitor market trends, partner innovations, and customer feedback to inform business direction and investment priorities.
• Act as business product owner for System Integration offerings, ensuring alignment between market needs, internal capabilities, and partner technologies.
• Define and evolve the value proposition, competitive positioning, and differentiation strategy for System Integration solutions.

Sales Operational Strategy & Execution

• Own and optimize end-to-end sales operational processes for system integration and Unified Collaboration.
• Partner with regional operations leaders to drive consistency, efficiency, and continuous improvement.
• Track KPIs and dashboards to monitor performance, identify bottlenecks, and drive accountability.
• Take an active role in representing the System Integration line of business in cross-functional initiatives related to CPQ/CRM, small works programs, operations optimization, reference designs, quality control centers (QCC), and logistics.
• Ensure LOB requirements are reflected in global process improvements, tooling enhancements, and delivery frameworks.
• Collaborate with Sales Enablement to ensure sales teams are equipped with the right tools, messaging, and training to effectively position and sell System Integration solutions.
• Work with regional sales field leadership on adoption of sales playbooks, competitive battle cards, and solution briefs across global sales teams.

Field Enablement & Process Optimization

• Serve as a business partner to field teams, reducing friction and non-value-added activities.
• Own the sales and delivery process architecture, ensuring clarity, automation, and scalability.
• Act as SME and key stakeholder for CRM and CPQ systems, collaborating with IT, Sales Operations and Sales Enablement to improve usability and adoption.
• Coordinate with Sales Enablement on the development of training programs, competency models, career paths for system integration and Unified Collaboration professionals.
• Establish feedback loops between sales teams and product/engineering to continuously refine offerings and messaging. 

Partner & Ecosystem Strategy

• Aligning with Global Engineering and Global Procurement on the strategic relationships with system integration and collaboration technology manufacturers, consultants, architects, and general contractors.
• Align partner capabilities with internal offerings and operational models.
• Represent the company in global partner forums, industry events, and standards bodies.
• Drive co-innovation and joint go-to-market initiatives with key ecosystem partners.
• Manage the implementation and monitoring of the partner registration program to drive sales team adoption, enhance profit margins, and increase deal win rates.

Sustainability & Compliance

• Integrate sustainability principles into system integration and Unified Collaboration operations, including e-waste reduction, energy efficiency, and responsible sourcing.
• Promote circular economy practices through recycling, refurbishment, and responsible disposal programs.

Proposal & Estimation Governance

• Lead the collaboration with the Global Proposal Center of Excellence to standardize proposal content, pricing models, and estimation tools.
• Coordination with a centralized Bid Estimation Team to support global quoting accuracy and speed.
• Define governance for solution scoping, margin protection, and risk mitigation.

Forecasting & Business Intelligence

• Partner with Finance and Sales Operations to align business planning with revenue targets, margin goals, and resource capacity.
• Define and track business health metrics (e.g., attach rates, win/loss trends, backlog velocity) to inform strategic decisions.
• Collaborate with regional leaders to identify growth opportunities, underperforming segments, and operational risks.
• Provide executive-level insights and recommendations to support quarterly business reviews and long-term planning.

WHAT WE’RE LOOKING FOR

Must Haves:

• Bachelor’s degree in Engineering, Business, or related field (MBA or PMP preferred).
• 10+ years of experience in system integration, Unified Collaboration, or technology operations.
• Proven experience managing a line of business or portfolio in a global, partner-driven environment.
• Strong understanding of system integration technologies, delivery models, and partner ecosystems.
• Exceptional cross-functional leadership, communication, and analytical skills.
• Valid Driver’s License and a Motor Vehicle Record that meets AVI-SPL Driving Privileges standards.
• Ability to travel to various job sites as required.

Nice-to-Haves:

• Experience with CRM/CPQ platforms
• Familiarity with AV control systems, Unified Collaboration platforms, and AV-over-IP.
• CTS, CTS-D, or equivalent industry certifications.
• Background in Lean, Six Sigma, or other operational excellence methodologies.
• Experience working with global teams and managing across time zones and cultures.

WHY YOU’LL LIKE WORKING HERE

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

MORE ABOUT US

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.