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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 DescriptionResponsible for onboarding new logos and manage & maintain a healthy NN (Net New) sales pipeline for accounts and grow new logos to sizeable revenuesPrimary client-facing field representative; to own, drive the continuity and profitability of NN revenuesJob Specifications & RequirementsMinimum 12+ years’ experience, with at least 5 years’ experience in Sales in the IT-sectorWell 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 successesProject Management experienceWillingness to travelOpen, communicative and team-orientedSelf-reliant and compellingAnalytic and conceptual frame of mindGoal oriented, resilientKey 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 requirementForge 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 ArchitectsGenerate leads through secondary research and pursue leads identified by marketing teams and leadersDrive leads to closureOwn actual negotiation; also coordinate inputs / participation from different stakeholdersDevelop negotiation strategy & negotiate contract / agreement; oversee bid manager in drafting SoW for contract; participate in win/loss reviewCollate & communicate learnings from pitches, proposals, customer feedback to Sales team Oversee account handover to Vertical AMIdentify customer needs and facilitate account setup to commence delivery operations along with the Client Delivery Lead/Delivery ManagerCreate robust transition plan for account handover to Vertical AMCoordinate and act as conduit for overall delivery and operational excellence for the account including financial planning & trackingCoordinate with Delivery team to ensure high quality delivery – conduct joint discussions for implementation, delivery and contractual obligationsOwn cost metrics for an account - with inputs from Client Delivery Managers of individual projectsIdentify margin improvement initiatives and coordinate with Delivery Managers/ PMs to execute and implement these initiativesKey InterfacesCollaborate with Bid Manager/proposal team for proposal writingCollaborate with Practitioner Sales to identify services/ offerings/value proposition to take to the customer based on client requirement & with bid manager to draft RFI responseWork 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 ManagerKey MetricsKPIsRevenueOrder book% gross margin deliveredPipeline sizeNew logos won (# of logos, INR)Client satisfaction (CSAT)KRAs As-sold marginsNumber of new deals : Win rate / close rateLead mortality rate% Variance in forecasted Vs. actual rev.% Variance in forecasted Vs. actual GMThis 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: *Only relevant applications will be processed