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
#L1 - 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 P&L
- 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 levels
- Ability to manage and coordinate complex projects
- 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.
Black Box Insights
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.
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