Regional Sales Manager - Middle East & Africa (MEA)

Role Description :

Black Box Corporation (NASDAQ : BBOX) is a global digital infrastructure integrator delivering network and system integration services and solutions, support services, and technology products.

Headquartered in Lawrence, Pennsylvania, Black Box Network Services has the largest footprint in the industry, with 194 offices serving 141 countries. Black Box is represented in the United States, Europe, India, Asia Pacific, the Middle East, and Latin America and has around 4,000 professionals globally. The Black Box solution portfolio is used every day in government, education, commercial enterprises and any other organization that requires the utmost quality and performance from their IT infrastructure.

This is your opportunity to join our Business Unit: Technology Product Solutions (TBS), as Regional Sales Manager - Middle East & Africa (MEA). TBS is a worldwide market leader in IT infrastructure with a strong focus on high-end solutions for KVM and AV.

Located in the United Arab Emirates, you will work closely with the regional Account Manager(s) and Technical Consultant(s). The primary objective of this position is to develop and grow the company’s Command and Control Room Business throughout the assigned territory.

This position reports to the Sales Director EMEA, based in Germany.

Responsibilities :

• Develop and progress a go to market strategy and the business plan for the assigned target group/territory.
• Provide input for marketing campaigns and client engagement.
• Analyse target markets and industries with an emphasis on trends and competitors’ activities.
• Identify, qualify and recruit potential System Integrators (SI) and end-customers.
• Quota carrying.
• Further develop and grow the project and solution business in the control room ecosystems across multiple verticals, industries and regions.
• Develop new customers and System Integrators through seminars, industry roundtables, exhibitions, effective local partner management and professional key account management.
• Achieve and exceed Order and Revenue Target as well as Gross profit for the area of responsibility under the given cost umbrella.
• Understand and share customer requirements and industrial trends across the region and Leadership.
• Provide proper, disciplined and accurate forecast planning on a monthly basis.
• Manage and develop your opportunities professionally. Using Salesforce as a tool is mandatory.
• Review on a regular basis large or strategic opportunities, get personally involved with end customers and system integrators if required.

Requirements :

• Minimum 10 years of experience and a track record in Sales.
• Minimum 10 years of experience and track record working across multiple countries and cultures in the Middle East and preferably Africa.
• Ability to manage individual contributors.
• Experience in working through channel partners or System Integrators is an advantage.
• Excellent interpersonal skills including teamwork and good communication skills. Strong team player with the ability to work successfully in a multicultural organization.
• Persistence and tenacity in developing prospects and customers, be able to close businesses.
• Strong hunting capabilities and ability to deal with C-Level.
• Strong presentation, analytical, negotiation, problem-solving and influencing skills. Being focused and result-oriented.
• Understand new market trends and competition in your area of responsibility. Feed this back to management and product line.
• Ability to translate technical product information into strong customer value propositions.
• Ability to resolve conflicts.
• Strong business acumen and organizational skills.
• Self-starter able to manage time and organize/prioritize workload.
• Ability to effectively communicate in English. Other local language(s) would be an advantage.
• Ability and willingness to travel (> 50%).
• Strategic Selling and Key Account Management Skills (Miller Heimann / Spin selling methodology etc. beneficial).
• Successful sales experience in larger, complex projects of $250k + deals.
• Existing base of System Integrators and Customers in the assigned territory would be preferred.
• KVM & AV market knowledge is mandatory.

Qualifications :

• Bachelor’s or master’s degree (business, marketing, engineering) or equivalent combination of education and experience.
• Minimum of 5 years working experience within the control room environment.
• Ability to translate technical product information into strong customer value propositions.
• Strong team player with the ability to work successfully in a multicultural organization.