The Role
Drives revenue growth and new business through consultative B2B sales. Manages customer relationships, opportunity pipelines, sales campaigns, prospecting, negotiations, and deal closure. Aligns client objectives with Black Box solutions, retains and expands accounts through cross-selling, coordinates internal sales and presales resources, and serves as a trusted advisor. Requires strong objection handling, organization, collaboration, communication, and a proven record of meeting or exceeding sales goals.
Summary Generated by Built In
The Account Manager is the catalyst behind Black Box’s success as an organization. As a consultative sales professional, the Account Manager is responsible for driving revenue growth and bringing in net new business from prospects and current customers in a designated area or market. Account Managers help solve the business needs of prospects and customers by aligning those needs and objectives with Black Box solution(s). Account Managers own all opportunities and customers and are responsible for coordinating resources and managing the sales campaign across the entire opportunity pipeline.
Responsibilities
• Identify customer needs and effectively understand and respond to customer objections
• Connect client’s business objectives with Black Box offerings and solutions
• Negotiate and close as many sales campaigns as possible
• Provide expertise around particular areas of interest to discuss industry best practices and development of high level strategies
• Retain current customer base and expand footprint through cross/up sell opportunities
• Effectively sell a broad portfolio of products across a wide range of industries
• Assist the customer in maximizing the return of their investment with Black Box
• Establish yourself as a ‘Trusted Advisor’ to the prospect or customer
• Partner with sales and additional pre-sales engagement members to align goals and ensure ongoing refinement
• Identify and generate leads through effective prospecting and networking
Requirements
• Bachelor’s Degree in Business required or equivalent experience
• 5+ years previous business-to-business experience in one or more of the following areas with a documented track record of success: Account Manager, Complex and Consultative Sales Environment, or Multiple Pre-Sales Roles within the Software Vertical
• Solution selling experience in the IT services is a plus
• Excellent objection handling and negotiating abilities
• Strong collaboration skills and ability to work alongside multiple team members
• Strong time-management and organization skills
• Ability to multi-task and manage multiple streams of work simultaneously
• Ability to effectively communicate with internal stakeholders
• Highly resourceful when need to overcome barriers and objections
• Proven record of meeting/exceeding established goals
Black Box is a leading technology solutions provider. Our mission is to accelerate our customers’ business by valuing relationships with our team members, clients and stakeholders. By continuously growing our knowledge, we remain relevant in the market and are in a superior position to help customers design, deploy and manage their IT infrastructure. Through our values, such as innovation, ownership, transparency, respect and open-mindedness, we deliver high-value products and services through our global presence and 2,500+ team members in 24 countries and growing. Black Box is a wholly-owned subsidiary of AGC Networks.
Black Box is and equal opportunity employer. In accordance with Federal, State and Local laws, Black Box does not discriminate against individuals on the basis of race, color, marital status, sex, sexual orientation, religion, national origin, age, disability, veteran status, genetic information, or any other protected status, and endorses those policies and practices which seek to recruit, hire, train and promote the most qualified persons into available jobs.
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Skills Required
- Bachelor's degree in Business or equivalent experience
- 5+ years of B2B experience as an Account Manager, in complex and consultative sales, or in multiple presales roles within the software vertical
- Documented track record of success in business-to-business sales
- Solution selling experience in IT services
- Excellent objection handling and negotiation abilities
- Strong collaboration skills
- Strong time-management and organizational skills
- Ability to multitask and manage multiple workstreams
- Effective communication with internal stakeholders
- Resourcefulness in overcoming barriers and objections
- Proven record of meeting or exceeding established goals
Black Box Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Black Box and has not been reviewed or approved by Black Box.
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Healthcare Strength — Healthcare coverage is described as comprehensive, spanning medical and prescription drug coverage plus dental and vision plan options. Life and disability protections are also included, along with EAP and emergency travel assistance.
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Leave & Time Off Breadth — Time-off offerings are described as broad, including paid time off, company holidays, floating holidays, and multiple leave types such as jury duty and bereavement leave. Paid time off and benefits are also characterized as “good” in at least one recent account.
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Retirement Support — Retirement and tax-advantaged savings options include a 401(k), FSAs, and an HSA with company contributions. A company match is also cited in one instance, suggesting some employer support for retirement saving.
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The Company
What We Do
Black Box is a global digital infrastructure integrator delivering network and system integration services and solutions, support services, and technology products to businesses in the United States, Europe, India, Asia Pacific, the Middle East, and Latin America and has around 4,000 professionals globally. Black Box has strong service offerings in network integration, digital connectivity infrastructure, data center build-out, modern workplace, and cybersecurity for businesses across various industries including financial services, technology, healthcare, retail, public services like airports; manufacturing, and other sectors.
