Director of Infrastructure Solutions (Sales Management Role)

Location: Remote
Department: Cloud Marketplace | Azure Solutions
Reports to: VP of Business Development

Pax8 is on a mission to simplify how partners buy, sell, and manage cloud technology—and we need a quota-carrying sales leader with the technical chops and strategic vision to help partners scale smarter.

As our Director of Infrastructure Solutions Consulting (Sales), you’ll lead both people and programs: managing one Manager (who oversees a regional team of Infrastructure Solutions Consultants) and four direct-report IC sellers focused on strategic Named Accounts. Together, you’ll drive Azure Infrastructure-as-a-Service (IaaS) growth through partner enablement, multi-vendor strategy, and solution consulting excellence.

This role requires someone who has been in the trenches—carrying a quota, leading sales teams, and understanding the real-world challenges of cloud transformation. If you’ve also earned an Azure certification, even better—because we’re looking for someone who brings both technical credibility and strategic influence.

• Directly manage four quota-carrying individual contributors focused on Named Accounts, plus one Manager leading a regional ISC team.
• Define the consulting vision and execution model for Azure Infrastructure across Pax8’s Cloud Marketplace—aligned with GTM strategy and partner impact.
• Build scalable, repeatable sales motions that leverage Pax8’s AI and automation platforms to help MSPs design profitable, modern service offerings.
• Own Salesforce reporting standards and use insights to shape strategy, improve forecasting, and track campaign effectiveness.
• Lead multi-quarter planning for Azure IaaS expansion, from regional growth targets to Named Account strategy.
• Design and deliver partner enablement programs that drive multi-vendor adoption, partner capability, and long-term retention.
• Influence across the org using data-driven storytelling—bringing Marketing, Product, Sales, and Vendors into alignment around growth goals.
• Provide calm, confident leadership through market shifts, change, and ambiguity.
• Identify and grow future leaders, build systems that reinforce Pax8’s leadership culture, and scale success through transparency, candor, and curiosity.

• Have 3+ years of experience as a quota-carrying sales leader, managing both IC sellers and other managers.
• Hold at least one Azure certification (Fundamentals or higher) and can credibly speak to Azure IaaS solutions.
• Know how to balance strategic vision with direct coaching—you don’t just lead from afar; you build high-performing teams up close.
• Are experienced in cloud sales, IaaS go-to-market strategy, or channel ecosystems (MSP experience is a bonus).
• Understand Salesforce deeply and can coach others using forecasting and performance metrics.
• Love building structure, scale, and repeatability—while still staying flexible and people-first.

Within 90 Days
✅ You’ve built strong alignment with your Manager and ICs, assessed pipelines, and launched your Named Account strategy.
✅ You’re collaborating cross-functionally to shape Azure campaign messaging and partner motions.

Within 120 Days
✅ You’ve launched a scalable sales play or campaign targeting Azure IaaS growth and partner profitability.
✅ Forecasting accuracy is improving and your performance culture is taking root.

By 6 Months
✅ Your team is exceeding Azure MRR goals across both strategic accounts and regional partners.
✅ You’ve elevated partner expansion and enablement while reinforcing vendor alignment and GTM collaboration.

By 12 Months
✅ You’ve developed repeatable systems for scaling Azure Infrastructure success through consulting.
✅ Your team is hitting targets, your Manager is growing, and you’ve become a go-to voice on partner strategy within Pax8.

We’re not a distributor. We’re the Cloud Marketplace that’s changing the way technology is delivered, managed, and scaled. With 35,000+ MSPs and 140+ vendors, we’re growing fast—and building a team that’s as passionate about transformation as it is about execution.

Here, leadership means clear vision, bold action, and continuous learning. We encourage feedback, reward innovation, and embrace change—while keeping our sense of humor firmly intact.

• 3+ years of quota-carrying sales leadership experience, managing both ICs and managers
• At least one Azure certification required (e.g., AZ-900, AZ-104, AZ-305, or similar)
• Experience in cloud, IaaS, or channel sales preferred
• Proven ability to scale partner programs and GTM strategy
• Salesforce expertise for reporting, forecasting, and coaching
• BA/BS in a related field or equivalent work experience

Ready to lead the team that’s redefining Azure Infrastructure consulting?
Apply now and shape the next era of partner success at Pax8.

Compensation: Qualified candidates can expect a base salary of $168,000.00 with On Target Earnings of $210,000.00

Expected close date: 12/7/25

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