Account Manager UK

Black Box Corporation
Overview

Role Description:

Black Box Corporation (NASDAQ: BBOX) is a global digital infrastructure integrator delivering network and system integration services and solutions, support services, and technology products. Headquartered in Lawrence, Pennsylvania, Black Box Network Services has the largest footprint in the industry, with 194 offices serving 141 countries. Black Box is represented in the United States, Europe, India, Asia Pacific, the Middle East, and Latin America and has around 4,000 professionals globally. The Black Box solution portfolio is used every day in government, education, commercial enterprises and any other organization that requires the utmost quality and performance from their IT infrastructure.

This is your opportunity to join our Business Unit: Technology Product Solutions (TPS), as Account Manager United Kingdom & Ireland. TPS is a worldwide market leader in IT infrastructure with a strong focus on high-end solutions for KVM and AV.

Located, preferably in the United Kingdom, preferably London area, the primary objective of this position is to develop and grow the company’s Command and Control Room Business throughout the assigned territory.

This position reports to the Sales Director EMEA.

Responsibilities

• Analyse target markets and industries with an emphasis on trends and competitor’s activities.
• Develop and grow the project and solution business in the control room ecosystem across assigned verticals markets.
• Identify and develop new Customers and System Integrators through seminars, industry roundtables, exhibitions, effective local partner management, professional key account management.
• Quota carrying.
• Achieve and exceed Order and Revenue Target as well as Gross profit for the area of responsibility under the given cost umbrella.
• Provide valuable input for marketing campaigns and client engagement.
• Understand and share customer requirements and industrial trends.
• Provide proper, disciplined and accurate forecast planning on a monthly base.
• Manage and develop your opportunities professionally. Using Salesforce as a tool is mandatory.
• Review on a regular base large or strategic opportunity, get regularly personally involved with end customers and system integrators.

Requirements

• Multiple years (minimum 10 years) of successful sales experience in larger, complex projects.
• Proven experience and track record within the KVM & AV Industry.
• Excellent interpersonal skills including, team work good communication skills. Strong team player with the ability to work successfully in a multicultural organization.
• Experience in working through channel partners or System Integrators is an advantage.
• Advanced Key Account Management capabilities. Successful sales experience in larger and complex projects of $250k + deals.
• Persistence and tenacity in developing prospects and customers, and able to close business.
• Strong hunting capabilities and ability to deal with C-Level.
• Strong presentation, analytical, negotiation, problem solving and influencing skills. Being focussed and result oriented.
• Understand new market trends and competition in your area of responsibility. Feed this back to management and product line.
• Ability to translate technical product information into strong customer value propositions.
• Ability to resolve conflicts.
• Strong business acumen and organizational skills.
• Self-starter able to manage time and organize / prioritize workload.
• Ability to communicate professionally in English. Other language(s) would be an advantage.
• Ability and willingness to travel (>50%).
• Strategic Selling and Key Account Management Skills (Miller Heiman/Spin selling methodology etc. beneficial).
• Existing base of System Integrators and Customers in the assigned territory would be preferred.

Qualifications

• Bachelor’s or master’s degree (business, marketing, engineering) or equivalent combination of education and experience.
• Minimum of 5 years working experience within KVM & AV Industry.
• Ability to translate technical product information into strong customer value propositions (Value Sales Methodology).
• Strong team player with the ability to work successfully in a multicultural organization.