Account Manager - TPS

Job Description

Role Description:

Black Box Corporation (NASDAQ: BBOX) is a global digital infrastructure integrator delivering network and system integration services and solutions, support services, and technology products.

Headquartered in Lawrence, Pennsylvania, Black Box Network Services has the largest footprint in the industry, with 194 offices serving 141 countries. Black Box is represented in the United States, Europe, India, Asia Pacific, the Middle East, and Latin America and has around 4,000 professionals globally. The Black Box solution portfolio is used every day in government, education, commercial enterprises and any other organization that requires the utmost quality and performance from their IT infrastructure.

This is your opportunity to join our Business Unit: Technology Product Solutions (TBS), as Account Manager to be part of a worldwide market leader in IT infrastructure with a strong focus on high-end solutions for KVM and AV. The primary objective of this position is to develop and grow the company's Command and Control Room Business throughout the assigned territory and vertical market(s).

This position reports to the Sales Director EMEA, based in Germany.

Responsibilities:

• Analyse target markets and industries with an emphasis on trends and competitor's activities.
• Develop and grow the project and solution business in the control room ecosystem across assigned verticals markets.
• Identify and develop new Customers and System Integrators through seminars, industry roundtables, exhibitions, effective local partner management, professional key account management.
• Quota carrying.
• Achieve and exceed Order and Revenue Target as well as Gross profit for the area of responsibility under the given cost umbrella.
• Provide valuable input for marketing campaigns and client engagement.
• Understand and share customer requirements and industrial trends.
• Provide proper, disciplined and accurate forecast planning on a monthly base.
• Manage and develop your opportunities professionally. Using Salesforce as a tool is mandatory.
• Review on a regular base large or strategic opportunity, get regularly personally involved with end customers and system integrators.

Requirements:

• 10+ years of successful B2B sales experience managing large, complex projects and enterprise accounts.
• Proven track record within the KVM and AV industry, consistently exceeding sales targets and driving revenue growth.
• Consistent success in closing high-value enterprise deals, including complex opportunities exceeding $250K+, with a strong win rate and results-driven mentality.
• Strong business development and hunting capabilities, with a proactive approach to identifying, qualifying, and converting new business opportunities.
• Persistent and tenacious in prospecting, opportunity development, and deal closure, with a proven ability to overcome objections and secure business.
• Advanced Key Account Management expertise, developing strategic account plans that drive long-term customer growth and retention.
• Demonstrated ability to build and maintain executive-level relationships, including engagement with C-Level decision-makers.
• Extensive experience working through partners to develop pipeline and accelerate business growth. Existing network of system integrators, channel partners, consultants, and end customers within the assigned territory is an advantage.
• Strong commercial and business acumen, with the ability to understand customer challenges and translate technical product features into compelling business value propositions.
• Strong presentation, negotiation, influencing, analytical, and problem-solving skills, enabling successful navigation of complex sales cycles.
• Ability to resolve conflicts, manage stakeholder expectations, and drive consensus in complex customer environments.
• Deep understanding of market trends, competitive landscapes, and emerging technologies, providing valuable market intelligence to management and product teams.
• Knowledge of Strategic Selling, Miller Heiman, SPIN Selling, or similar enterprise sales methodologies.
• Excellent interpersonal, communication, and relationship-building skills, with the ability to collaborate effectively across multicultural and cross-functional teams.
• Self-motivated, entrepreneurial, and highly organized, with excellent time management and prioritization skills.
• Winner mentality with a highly competitive, resilient, and goal-oriented approach to sales, focused on achieving and surpassing objectives.
• Fluent in German and English; additional languages are an advantage.
• Willingness and ability to travel (>50%).

Qualifications:

• Bachelor's or master's degree (business, marketing, engineering) or equivalent combination of education and experience.
• Minimum of 5 years working experience within KVM & AV Industry.
• Ability to translate technical product information into strong customer value propositions (Value Sales Methodology).
• Strong team player with the ability to work successfully in a multicultural organization.