Black Box Corp (www.blackboxcorp.com)
The Inside Account Manager is the catalyst behind Black Box's success as an organization. As a consultative sales professional, you are responsible for driving revenue growth and bringing in net new business from distributors, prospects and current customers in a designated area or market. This position will help solve the business needs of prospects and customers by aligning those needs and objectives with Black Box solution(s). You own all opportunities and customers and are responsible for coordinating resources and managing the sales campaign across the entire opportunity pipeline.
Generates leads through various sourcing activities including: Cold calling, follow up calls, searching customer databases, internal and external referrals, and networking. Identifies and qualifies opportunities and proactively promotes Black Box within assigned market.
Responsible for building and managing an active pipeline of new business opportunities through prospecting and lead nurturing and prioritizing resources to build a strong and sustainable opportunity pipeline.
Make sure all prospective leads are properly captured into Salesforce.com (SF) and receive the appropriate levels of attention.
Ensure relationships with customers are well managed and that future customer requirements are understood and responded to effectively, managing priorities as needed. Anticipate customer business drivers and requirements to proactively deliver updates and responses
Works closely with other team members and departments for support in responding to customer needs and to facilitate a smooth transition throughout the internal sales and implementation processes. May support and work closely with Account Managers and Sales Engineers within a business group.
Develops new and existing accounts through effective solution selling; implements sales strategy from opening presentation and bidding through closing.
Maintains awareness of gross profit, margin and related financial objectives to ensure achievement of assigned quota and company objectives.
Maintains a high volume of customer touches and meets or exceeds call time expectations.
Responsible for providing weekly forecast updates on SF opportunity funnel to Sales Operations Team.
Additional duties as assigned.
4 year college degree or equivalent work experience in Business, Sales or Marketing
2-5 years successful track record in sales (technology, software, B2B or similar industries)
Excellent written and verbal communications skills.
Solution selling experience in the IT services is a plus
Excellent objection handling and negotiating abilities
Strong presentation skills.
Polished professionalism with above average organizational, planning, communication, and problem solving skills.
Ability to grasp technical terminology and concepts
Solid computer skills including the use of MS Office suite and internet research methodology
Skills, Knowledge, Abilities:
Experience selling to Industrial Distributors: such as Graybar, Newark, Wesco etc.
Excellent communications, presentation, and interpersonal skills in both oral and written forms.
Ability to stay current with market/industry dynamics
Knowledge of data communications products and services
Ability to identify and analyze customers' business needs
Ability to effectively learn and utilize required software and system applications
Ability to work overtime as necessary.
Knowledge of solution based selling
Collaborate and build relationships with IT executives, resellers, integrators, and customers to develop solutions that address the client's technology needs.
Drive sales through prospecting, cold-calling and developing new business customers
What's in it for You?
Joining Black Box means you'll have the opportunity to work on exciting, highly visible projects with our customers. You'll get to know large and small organizations across the world and work to deliver best in class IT solutions. You'll be rewarded with a variety of experiences, development opportunities and exposure to some of the world's most admired companies. In addition to these rewarding experiences, you'll have access to our comprehensive Total Rewards Program. Our program continues to evolve to meet the needs of our dynamic workforce by providing a variety of benefits which are applicable and competitive for each country & region.
About Black Box
Black BoxÂ® is the trusted global solutions integrator and digital technology partner. With nearly 45 years of experience connecting people and devices, we are an organization of top technical professionals dedicated to delivering solutions and services that help organizations design, build, manage, and secure their communications and IT infrastructure and networks. Technologies include 5G/OnGo, connected buildings, digital workplace, multisite deployments, data centers, and IoT.
We also design and manufacture award-winning products for Pro AV, KVM, cabling, and networking known for their advanced functionality, flawless performance, outstanding reliability and fail-safe security. We deliver high-value technology services and products through our values, such as innovation, ownership, transparency, respect and open-mindedness combined with 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 an equal opportunity employer. Black Box does not discriminate against individuals on the basis of race, color, marital status, sex, sexual orientation, sexual identity, 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.