Senior Account Manager
Black Box · Australia
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
#LI-RS1
We are looking for a passionate, results oriented, Business Development / Account Manager with relevant experience in Enterprise Networking and Modern Workplace & Contact Centre solutions to join our sales team in Sydney, Australia.