Sales Account Manager

Summary :
The Sales Account Manager is responsible for building and managing a portfolio of IT infrastructure and managed services clients. The ideal candidate will have a proven track record of success in selling IT solutions to enterprise customers. This is a mix of hunting (40%) & farming (60%) role
Role Description
Responsible for onboarding new logos and manage & maintain a healthy NN (Net New) sales pipeline for accounts and grow new logos to sizeable revenues
Primary client-facing field representative; to own, drive the continuity and profitability of NN revenues
Job Specifications & Requirements
Minimum 12+ years’ experience, with at least 5 years’ experience in Sales in the IT-sector
Well networked with customer organizations
Experience of handling larger outsourcing engagements within the IT-Service industry (pre-sales or sales phase)
Proven track record of sales successes
Project Management experience
Willingness to travel
Open, communicative and team-oriented
Self-reliant and compelling
Analytic and conceptual frame of mind
Goal oriented, resilient
Key Responsibilities
Lead generation and onboarding new logos
Collaborate with Vertical Leaders, Practitioner Sales, Client Delivery Leads to identify services/ offerings / value proposition to take to the customer based on client requirement
Forge relationships with buying offices of potential client, gather relevant vertical and market knowledge
Learn, know and bring the best of Black Box to customer (offerings, use cases, etc.)
Define overall pursuit strategy incorporating feedback from past customer experience; develop client proposal and pricing along with bid manager and Solution Architects
Generate leads through secondary research and pursue leads identified by marketing teams and leaders
Drive leads to closure
Own actual negotiation; also coordinate inputs / participation from different stakeholders
Develop negotiation strategy & negotiate contract / agreement; oversee bid manager in drafting SoW for contract; participate in win/loss review
Collate & communicate learnings from pitches, proposals, customer feedback to Sales team
Oversee account handover to Vertical AM
Identify customer needs and facilitate account setup to commence delivery operations along with the Client Delivery Lead/Delivery Manager
Create robust transition plan for account handover to Vertical AM
Coordinate and act as conduit for overall delivery and operational excellence for the account including financial planning & tracking
Coordinate with Delivery team to ensure high quality delivery – conduct joint discussions for implementation, delivery and contractual obligations
Own cost metrics for an account - with inputs from Client Delivery Managers of individual projects
Identify margin improvement initiatives and coordinate with Delivery Managers/ PMs to execute and implement these initiatives
Key Interfaces
Collaborate with Bid Manager/proposal team for proposal writing
Collaborate with Practitioner Sales to identify services/ offerings/value proposition to take to the customer based on client requirement & with bid manager to draft RFI response
Work with Sales Ops team to create a repository of leads, clients, buying offices, reason for drop-outs etc.
Orchestrate account performance reviews, status update, timeline adherence, SLA adherence etc. along with Client Delivery Manager
Key Metrics
KPIs
Revenue
Order book
% gross margin delivered
Pipeline size
New logos won (# of logos, INR)
Client satisfaction (CSAT)
KRAs
As-sold margins
Number of new deals : Win rate / close rate
Lead mortality rate
% Variance in forecasted Vs. actual rev.
% Variance in forecasted Vs. actual GM
This job description is designed to cover or contain a comprehensive listing of activities, duties, and responsibilities that are required of the employee; it is not meant to be all-inclusive for any one position. Job responsibilities and requirements are subject to change at any time due to business conditions or any other reason.
Company Profile :
Black Box is a trusted IT solutions provider delivering cutting-edge technology solutions and world-class consulting services in Unified Communications, Enterprise Networking, Data Center, Digital Applications and Cyber Security. We deliver solutions, services and products to more than 8,000 clients worldwide. These clients trust our 4000+ team members in 35+ countries who for over 45 years have been connecting people, technology, and ideas to help accelerate their digital transformation. Satisfied clients, including 100+ in the Fortune 500, count on our global team members who operate across 75 support centers, to drive their business innovation.
In collaboration with global technology leaders like Avaya, Aruba, Cisco, Commscope, Corning, Extreme, Fortinet, Genesys, HPE, Juniper, Mitel, Nutanix, Palo Alto, Poly, Trend Micro, UiPath and Verint among others, Black Box delivers domain focused, flexible, and customized technology solutions and seamless services that accelerate customers’ business.
Corporate Website: relevant applications will be processed

---