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Sales Director - Payor & Lifesciences

Remote:

Full Remote

Contract:

Full time

Experience:

Senior (5-10 years)

Work from:

United States

Offer summary

Qualifications:

Over 15 years of expertise in closing deals in IT Services and Consulting with global engagements, Proven success in high TCV achievement annually in quota-carrying roles, Strong background in solutioning roles and managing pre-sales and sales cycles.

Key responsabilities:

Drive growth of accounts, maintain market knowledge, work on plans, and develop long-term relationships
Conceptualize win strategies, negotiate deals, ensure customer satisfaction, and improve profitability
Establish pricing and negotiation strategies, monitor margins, track CSAT, and drive operational excellence

Black Box Large https://www.blackbox.com/

1001 - 5000 Employees

See more Black Box offers

Job description

Job Description

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