Sales Director_Retail Vertical

Job Description

Black Box® is a trusted IT solutions provider delivering cutting-edge technology solutions, products and world-class consulting services to businesses around the globe. Black Box's recent achievements showcase phenomenal growth that aims to reach a $2 billion milestone in the next three years.

With more than 50 years of technology excellence and 4000 team members globally, managing over 8000 customers across 35 countries we are uniquely positioned to build a global IT services brand that can deliver maximum value, world-class integrated solutions, deliver results, cultivate strategic relationships, and enable lasting relevance for our customers across six continents.

Role Description

The Director is responsible for revenue growth and profitability for accounts managed within a vertical; responsible for evolution of account portfolio in line with market needs

• Leads AMs in executing the GTM strategy, and growing order book and revenues within their accounts
• Responsible for steering relationships with key clients within vertical, and expanding the number and strength of relationships that Black Box has within client accounts
• Responsible for profitability and operational excellence by ensuring Client Delivery Leads adhere to time and budget of sold project
  
  

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
  
  

Black Box is an equal opportunity employer. Black Box does not discriminate against individuals on the basis of race, color, marital status, sex, sexual orientation, sexual identity, religion, national origin, age, disability, veteran status, genetic information, or any other protected status, and endorses those policies and practices which seek to recruit, hire, train and promote the most qualified persons into available jobs.