Account Manager - Command and Control Room Solutions

About Black Box Corporation

Black Box Corporation (NASDAQ: BBOX) is a premier global integrator focusing on delivering comprehensive network and system integration services, support, and technology products. Headquartered in Lawrence, Pennsylvania, Black Box operates 194 offices across 141 countries and employs approximately 4,000 professionals worldwide. The company’s solutions support organizations in government, education, and commercial sectors, ensuring the highest IT infrastructure quality and performance.

Role Overview

Join the Technology Product Solutions (TBS) business unit as an Account Manager focusing on Command and Control Room solutions. This role is a pivotal opportunity to contribute to a global market leader, emphasizing high-end KVM and AV solutions. You will drive development and expansion of the Command and Control Room portfolio within assigned territories and vertical markets, reporting directly to the Sales Director EMEA based in Germany.

Key Responsibilities

• Analyze market segments and industry trends with particular attention to competitor activities.
• Expand and develop project and solution opportunities within the control room ecosystem across targeted verticals.
• Identify and engage new customers and system integrators through seminars, industry roundtables, exhibitions, and effective partner management.
• Carry sales quota responsibilities, aiming to exceed order, revenue, and gross profit targets within authorized cost limits.
• Contribute insights for marketing and client engagement initiatives.
• Comprehend and communicate customer needs and industry developments.
• Deliver accurate monthly sales forecasts and manage opportunities efficiently, utilizing Salesforce as a mandatory tool.
• Regularly review significant strategic opportunities with personal involvement in key stakeholder engagements.

Profile and Requirements

• More than 10 years of proven B2B sales expertise handling large-scale, complex projects and enterprise accounts.
• Successful track record within the KVM and AV sectors, consistently surpassing sales objectives and boosting revenue.
• Demonstrated ability to close high-value deals exceeding $250K with a strong success rate.
• Proactive business development skills, adept at identifying and securing new business opportunities.
• Resilience and persistence in prospecting, opportunity cultivation, and closing deals.
• Advanced skills in Key Account Management, focused on strategic growth and customer retention.
• Experience building and nurturing executive relationships, including with C-suite leaders.
• Proficient collaborating with partners to grow pipeline and business; existing network in assigned territory beneficial.
• Excellent commercial insight and ability to align technical product features with client business needs.
• Strong skills in presentation, negotiation, influencing, analytical thinking, and problem resolution.
• Capability to manage conflicts, expectations, and secure consensus across complex customer groups.
• Insightful understanding of market dynamics, competitors, and emerging technologies to inform management and product directions.
• Familiarity with enterprise selling methodologies such as Strategic Selling, Miller Heiman, or SPIN Selling.
• Outstanding communication, interpersonal, and cross-cultural teamwork abilities.
• Self-driven, organized, and capable of prioritizing effectively under an entrepreneurial mindset.
• Competitive and results-focused attitude with a strong drive to excel.
• Fluent in German and English; additional languages are advantageous.
• Willing to travel extensively (over 50%).

Educational and Professional Qualifications

• Bachelor’s or Master’s degree in business, marketing, engineering, or an equivalent combination of education and experience.
• At least 5 years of experience in the KVM and AV industry.
• Ability to translate complex technical product details into compelling customer value propositions using Value Sales Methodology.
• Exemplary team player skills in a multicultural organizational environment.