We have tremendous growth opportunities ahead, and are seeking a high-performing, entrepreneurial Account Manager to drive solutions sales in our enterprise market. This role is primarily responsible for acquiring new enterprise business across enterprise entities. 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 across the assigned market. Account Managers solve the client's business needs and align business outcomes with Black Box solution(s). Account Managers uncover opportunities and are responsible for qualifying, coordinating resources and driving sales across the entire opportunity pipeline.
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 sales to meet or exceed quota
Provide expertise around industry best practices and development of high-level strategies
Effectively sell a broad portfolio of IT products across the various vertical in the upper Mid-Atlantic Area
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 overlay sales and additional pre-sales engagement members to align goals and ensure ongoing refinement
Identify and generate leads through effective prospecting and networking to build a book of business
Managing a complex solution sale from prospecting through closing.
Interface with IT ecosystem partners in support of new business development.
Develop RFP responses for delivery to customers and prospects.
Accurately enter customer and prospect information, sales opportunity updates and forecast information into the CRM system.
Manage all aspects of the company's enterprise sales efforts within assigned territory.
Bachelor's degree with 10+ years' experience direct enterprise or strategic business solutions selling or relevant experience
Solution selling experience in IT services (Software, UC, Network, Managed Services, Consulting, Data Center) to enterprise accounts.
Excellent objection handling and negotiating abilities
Ability to effectively interface with C level executives
Established relationships with decision maker level contacts CIO, COO, VP's in Enterprise Accounts across the Mid-Atlantic
Strong collaboration skills and ability to work alongside multiple team members / leverage overlays
Ability to multi-task and manage multiple streams of work simultaneously
Ability to effectively communicate with internal stakeholders and management
Highly resourceful when need to overcome barriers and objections
Proven record of meeting/exceeding established sales and profit goals ($4M+ Quota)
Experience in managing all aspects of the sales process
Excellent verbal and written communication skills
Experience with CRM systems (SFDC preferred)
Ability to travel 25-50%
What's in it for You?
Black Box Network Services offers a competitive total rewards benefits package that includes medical, dental, and vision coverage, in addition to a wide variety of additional benefits like a 401K, life insurance, employee assistance programs, fitness reimbursements, identity theft protection, education/scholarship programs and more!
We understand attracting great talent requires going beyond just competitive compensation and benefits. Black Box provides challenging work that creates advancement opportunities within the organization for those demonstrating desire and aptitude through their achievements. We have no shortage of opportunities. If you are looking for a business that allows for individual reward and growth, we are the place for you!
About Black Box Network Services
Black Box Network Services is a leading technology solutions provider dedicated to helping customers design, deploy and manage their IT infrastructure. We deliver high-value products and services through our global presence and 3,000 team members. Black Box is an 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.
Black Box Network Services