The Role
Manages strategic enterprise technology accounts, serving as the primary relationship owner and driving revenue, profitability, client satisfaction, and account growth. Develops account plans, expands relationships, identifies cross-selling opportunities, supports solution sales, and coordinates delivery, procurement, invoicing, collections, and financial planning. Collaborates across marketing, solutions, delivery, and project teams while tracking opportunities, margins, revenue, gross profit, CSAT/NPS, and other account performance metrics.
Summary Generated by Built In
Role Description and Responsibilities
- Primary relationship holder and knowledge expert for large enterprise client(s); accountable to grow revenue and profitability at each client account
- Consistently expands broader and deeper relationships at the client account
- Understands client problems and strategies/initiatives at a detailed level
- Develops, refines and administers client account plan in collaboration with Vertical leaders, Solutions practitioners and architects, and Client delivery managers
- Aligns with Marketing to provide account-based marketing targeting
- Responsible for generating new Black Box solution opportunities (ideas) at the client account through deep client knowledge and leveraging Solutions development/sales programs
- Focus on cross-selling across Black Box solution portfolio to grow wallet share
- Works closely with solution selling team to support the development of and close-win of opportunities
- Supports contractual and client administration at the direction of relevant functional management
- Supports margin improvement initiatives with Delivery Managers/PMs
- Supports order management, procurement, client invoicing, collections and financial planning and analysis functions
- Jointly accountable with Delivery management to maintain customer satisfaction; track and report CSAT / NPS
Job Specifications & Requirements
- Minimum 8 years of experience in client-facing roles or account leadership within IT solutions or management consulting
- Skilled in overseeing and expanding client P&L, with a strong background in CRM programs and account planning
- Deep expertise in the vertical industry is essential
- Proficient in selling across various service lines
- Outstanding communication skills, capable of effectively engaging with stakeholders across all levels, both within the company and in client organizations
- Exceptionally detail-oriented, with the ability to manage and coordinate all aspects of complex projects
- Proven experience with global service delivery models, adept at managing cross-regional operations
- Bachelor’s or Master’s degree preferred
Key Metrics
- Qualified contacts created
- Account plan completion measures
- Number of opportunities created and average opportunity size
- Conversion Rate % to Formal Proposal
- Qualified Win Rate %
- Order Book Value
- Gross Margin % As Sold
- Revenue
- Gross Profit
- CSAT/NPS scores
- DSO
#LI - SS1
Skills Required
- Minimum 8 years of experience in client-facing roles or account leadership within IT solutions or management consulting
- Experience overseeing and expanding client profit and loss
- Strong background in CRM programs and account planning
- Deep expertise in the relevant vertical industry
- Experience selling across various service lines
- Outstanding communication skills with stakeholders at all organizational levels
- Ability to manage and coordinate complex projects in detail
- Experience with global service delivery models and cross-regional operations
- Bachelor's or Master's degree
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.
