Account Executive â?? Channel Sales - Military veterans preferred

2021-08-24
Black Box Corp (www.blackboxcorp.com)
Computers/Information Technology

/yr

  full-time   employee


Lawrence
Pennsylvania
United States

This Account Executive Role will leverage Black Box's broad portfolio of KVM and Visualization solutions for the commercial and industrial Control Room market. This position will be responsible for growing revenues and wallet-share at both System Integrators and End-Users, positioning Black Box as the "trusted expert" and leading technology solutions provider in high performance KVM applications.

Location: East Coast, US

Website: blackbox.com

Responsibilities:

Successfully position Black Box's High Performance KVM products and solutions utilizing Value Based and Consultative Sales techniques within the targeted command and control room space.
Responsible for meeting sales goals by developing new accounts, prospecting and qualifying incoming leads, leveraging our existing customer base, and soliciting client referrals
Deliver consistently against all revenue and profitability targets
Build brand awareness and application intimacy to grow overall wallet-share by getting Black Box products "engineered" and "specified".
Develop and cultivate strategic relationships with key stakeholders acting as Black Box's primary contact.
Work directly and indirectly with End-Users to develop significant pull through business. Collaborate and coordinate efforts amongst End Users and System Integrators to ensure Black Box interests are protected and in a position with highest chances of success.
Ensure relationships with Customers are well managed and that Customer requirements are understood and responded to effectively, managing priorities as needed.
Provide Customer inputs regarding market conditions, competitor strategies and industry trends that drive real-time feedback into the business and contributes to the product development process by articulating Voice of Customer and User.
Work with Marketing Team to develop sales kits, product collateral, and business intelligence to penetrate targeted KVM markets and applications.
Utilize Salesforce.com (CRM) to effectively self-manage activities to insure success with respect to revenue and growth. Responsible for building and managing an active pipeline of new business opportunities and prioritizing resources that include developing early stage prospects and active pursuits.
Coordinate with S&OP to validate forecasted demand, product mix, and delivery requirements are communicated and support continuous information flow within Black Box.
Prepare and deliver monthly business reviews. Monitor and review performance against plan/forecast and lead in-depth reviews to explore variances and advise Black Box management on significant changes, developments and actions required.
Provide input for the Annual Operating Plan and Strategic 5 year plan and participate in planning and review meetings.
Negotiate pricing and contractual terms as required, in line with company guidelines.
Professionally represent Black Box at all applicable tradeshows, meetings, trainings, industry associations, public events, etc.
Qualifications:

Bachelor's degree and MBA preferred
7 â?? 10 years of related business development and sales with a proven track record in acquiring new business
Experience working with and collaborating with System Integrators.
Experience with control rooms, video walls, high performance KVM, etc.
Possesses a high degree of self-motivation. Driven by metrics and produces results that meet or exceed Black Box's growth requirements.
Creates profitable growth by identifying opportunities to develop and market new products, services or solutions.
Combines strong hunting and networking instincts with the ability to develop and manage long-term business relationships.
Ability to work independently and as part of a team. Can establish and build collaborative relationships and has ability to influence cross-functionally.
Strategic mindset with the ability to execute tactically. Uses instinct as well as data to accurately assess business situations and industry trends; makes timely, appropriate recommendations and implements appropriate plans.
Personal leadership style that desires to continuously improve. Accepts feedback, understands and maximizes strengths while working to develop weaknesses. Ability to develop learning/understanding of new products and technologies.
Leads with a strong set of values. Maintain high ethical standards
Excellent verbal and written communication and interpersonal skills
#LI-REMOTE

About Us
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 Box® 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.