Account Manager - Technology

Black Box; Plano (TX); On-site; USD 120,000 - 180,000; Full time

Job summary

Black Box in Plano, TX seeks an experienced client leadership executive to own strategic accounts, drive revenue growth and profitability across large enterprise clients, and align solutions with client initiatives.

You will manage cross-functional teams, oversee end-to-end account plans, and collaborate with marketing, delivery and finance to expand wallet share while maintaining high CSAT and robust P&L performance.

Qualifications

• 8+ years in client-facing roles or account leadership within IT solutions or management consulting.
• Proven ability to manage P&L and expand client revenue.
• Strong CRM experience and disciplined account planning.
• Bachelor's or Master's degree preferred.

Responsibilities

• Primary relationship holder and knowledge expert for large enterprise client(s); accountable to grow revenue and profitability at each client account.
• Consistently expands broader and deeper relationships at the client account.
• Develops, refines and administers client account plan in collaboration with Vertical leaders, Solutions practitioners and architects, and Client delivery managers.
• Aligns with Marketing to provide account-based marketing targeting.
• Responsible for generating new Black Box solution opportunities at the client account through deep client knowledge and leveraging Solutions development/sales programs.
• Focus on cross-selling across Black Box solution portfolio to grow wallet share.
• Works closely with solution selling team to support the development of and close-win of opportunities.
• Supports contractual and client administration at the direction of relevant functional management.
• Supports margin improvement initiatives with Delivery Managers/PMs.
• Supports order management, procurement, client invoicing, collections and financial planning and analysis functions.
• Jointly accountable with Delivery management to maintain customer satisfaction; track and report CSAT / NPS

Skills

Relationship management

Strategic thinking

Stakeholder engagement

Cross-functional leadership

Negotiation

Communication

Education

Bachelor's degree preferred

Master's degree preferred

Tools

CRM systems

Account planning tools

Job description

Role Description and Responsibilities

• Primary relationship holder and knowledge expert for large enterprise client(s); accountable to grow revenue and profitability at each client account
• Consistently expands broader and deeper relationships at the client account
• Understands client problems and strategies/initiatives at a detailed level
• Develops, refines and administers client account plan in collaboration with Vertical leaders, Solutions practitioners and architects, and Client delivery managers
• Aligns with Marketing to provide account-based marketing targeting
• Responsible for generating new Black Box solution opportunities (ideas) at the client account through deep client knowledge and leveraging Solutions development/sales programs
• Focus on cross-selling across Black Box solution portfolio to grow wallet share
• Works closely with solution selling team to support the development of and close-win of opportunities
• Supports contractual and client administration at the direction of relevant functional management
• Supports margin improvement initiatives with Delivery Managers/PMs
• Supports order management, procurement, client invoicing, collections and financial planning and analysis functions
• Jointly accountable with Delivery management to maintain customer satisfaction; track and report CSAT / NPS

Job Specifications & Requirements

• Minimum 8 years of experience in client-facing roles or account leadership within IT solutions or management consulting
• Skilled in overseeing and expanding client P&L, with a strong background in CRM programs and account planning
• Deep expertise in the vertical industry is essential
• Proficient in selling across various service lines
• Outstanding communication skills, capable of effectively engaging with stakeholders across all levels, both within the company and in client organizations
• Exceptionally detail-oriented, with the ability to manage and coordinate all aspects of complex projects
• Proven experience with global service delivery models, adept at managing cross-regional operations
• Bachelor's or Master's degree preferred

Key Metrics

• Qualified contacts created
• Account plan completion measures
• Number of opportunities created and average opportunity size
• Conversion Rate % to Formal Proposal
• Qualified Win Rate %
• Order Book Value
• Gross Margin % As Sold
• Revenue
• Gross Profit
• CSAT/NPS scores
• DSO

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