Job Specifications & Requirements + Over 15 years of expertise in closing deals in IT Services and Consulting, with a focus on global engagements. + Demonstrated ability to consistently achieve high Total Contract Value (TCV) annually in quota-carrying roles. + Proficient in leading the development of end-to-end solutions for successful sales across multi-offering transformations. + Skilled in managing pre-sales and sales cycles, with a strong background in solutioning roles to secure business opportunities. + Effective in highly collaborative and matrixed environments, or with experience in a Global Delivery Model, fostering teamwork and cross-functional efficiency. + Established relationships with key technology partners, leveraging these connections to enhance client solutions. + Brings industry-specific knowledge and experience in sectors such as Transportation, Retail, Military and defense, Manufacturing, Healthcare and, Broadcast offering tailored insights and solutions. Key Responsibilities Drive growth of accounts under purview as Sales Director + Maintain relevant vertical and market knowledge of customers, and ensure Black Box has strong relationships within customer organizations + Work with Vertical Leaders to develop plan for achieving vertical targets and account allocation to account managers + Enable and support AMs in execution of business strategy for the vertical + Ensure a healthy pipeline of opportunities, in line with the revenue/order book target for accounts Grow revenues from existing clients and forge long-term strategic relationships for profitable revenues + Conceptualize and execute strong "win strategy" to grow the account portfolio + Develop pricing and negotiation strategy for deals & negotiate contracts; participate in win/loss review Drive customer satisfaction, set-up processes and agenda with Delivery Head for driving operational excellence + Drive longer term vision / roadmap for various accounts and improving profitability through operational excellence + Establish robust account governance mechanism through periodic reviews and check-ins with key clients + Assist Account Mangers in refining account strategy, priority offerings & define process/policies for client escalations + Track CSAT for portfolio of accounts. Rollout initiatives in collaboration with Account Managers, Business Development Managers to improve CSAT Monitor gross margins of existing business and generate profitable growth + Orchestrate margin improvement with Vertical Leader & Delivery Head through diligent tracking on key cost metrics and strategic initiatives rollout + Collaborate with Client Delivery Leads to track delivered margins throughout project delivery + Leverage delivery and finance teams for identifying areas of improvement in delivered margins