Senior Account Manager

Key Responsibilities of the role include;

• Acquiring new clients
• Owning, managing and responding to RFQ’s, RFI’s and RFP’s
• Developing quotes and proposals in conjunction with the Black Box Solutions team
• Managing selected key accounts
• Establishing and maintaining client relationships across all levels of the organisation
• Managing contract renewals for selected existing clients
• Development and maintaining an active account plan for key clients
• Running regular innovation and roadmap sessions with clients
• Growing our footprint with existing clients through the introduction of additional products and services from the Black Box portfolio (CX/CCaaS, Digital Workplace/UCaaS, Enterprise Networking & Cyber Security)
• Pitching solutions and services
• Engaging the Solutions and Innovation team to assist with client demonstrations, discovery workshops, RFP responses, presales design, client roadmaps
• Selling value to avoid discounting
• Achieving and maintaining Vendor certifications
• Rigorous maintenance of Salesforce, ensuring that all opportunities are documented and up to date on a regular basis
• Achieving quarterly and annual Revenue and Gross Margin targets.

You will have the following skills and experience;

• Understanding of the business benefits delivered by integrated CX/EX technologies, including Contact Centre, Automation, IP telephony and their associated consulting, integration, professional services, and ongoing annuity support, and has experience in selling these solutions
• Understanding of the business benefits of delivering leading Modern Workplace, Enterprise Networks and wireless/5G/LTE services and solutions, and has experience in selling these solutions
• High level of business and commercial acumen with an in-depth knowledge of the CX/EX industry (contact centre and employee engagement) and its current events
• Understanding of, and abides by, the principles and practices of strategic, value-based selling
• Identifies client needs and translates these into sales opportunities for Black Box
• Develops and maintains productive relationships with clients, prospective clients, consultants and vendor partners
• Exceptional interpersonal, presentation and negotiation skills to engage clients at all levels
• Excellent Communication skills – both written and oral
• The ability to handle pressure and meet tight deadlines
• Strong organisational skills and attention-to-detail with the ability to multi-task and prioritise well in a fast-paced, dynamic work environment
• 10+ years’ experience with proven track records of exceeding quota and key performance metrics.
• Qualification: Bachelor’s degree in business, marketing and/or IT preferred but not essential

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