Position Summary:

The Account Manager – DMRs is responsible for the growing the sales of Black Box products through its Direct Market Reseller (DMR) partners and customers nationally (e.g. CDW, Insight, etc.).  This role will be required to work cross-functionally with sales, product management, engineering, procurement and marketing teams.

Job Responsibilities:

Identifies, prospects, recruits and on-boards new DMR accounts that will drive sales growth of Black Box products. Identifies sales opportunities within DMR accounts (e.g. CDW, Insight, etc.).  Works with all related stakeholders to develop such prospects and to successfully close sales. Establish and track key metrics for the DMR accounts focused on achieving Black Box company goals. Works closely with the Black Box marketing team to develop strategies to grow our business within the DMR account base. Work with sales leadership to implement programs and incentives to drive business growth. Trains various teams within Black Box on DMR sales strategies, and develops stakeholder support in an effort to grow such accounts. Conduct quarterly business reviews with key customers/partners. Build, manage & maintain a substantial pipeline of qualified opportunities to support target achievement with channel partners. Ensures that all pipeline activity is accurately recorded and updated within SalesForce.com. Demonstrate Black Box’s product & solution suite clearly & differentiate Black Box’s offerings within the market. Support and help design local and national events for DMRs. Travel frequently as needed to grow business.

Skills, Knowledge, Abilities: 

Extensive experience in working with, and growing business relationships with multiple DMRs (e.g. CDW, Insight, etc.). Relationship management and strong interpersonal skills. Excellent communication skills (verbal and written), influencing and negotiating skills. Solid problem solving and decision making skills. Ability to develop learning/understanding of new products and technologies. Experience in sales and closing strategically important new business. Experience in making and delivering presentations to current and potential customers. In-depth knowledge and understanding of customer goals, objectives, strategies and competitive situations; Strong commercial awareness. Possess a high degree of self-motivation and drive with a confident and determined approach. Ability to work both independently and as part of a team. Able to think analytically. Capable of establishing priorities and balancing multiple tasks simultaneously. Performs work under general supervision. Organized and detail-oriented. Able to build collaborative relationships. Demonstrates effective and collaborative use of all available resources.

Qualifications:

Bachelor’s degree or significant field experience. 5-10 years of related IT sales experience with a proven track record in winning new business through DMR sales channel. Ability to travel frequently. Fluency in Salesforce, Excel, and other business software.