Position Summary:

The Account Manager – Channels is responsible for IT resellers, and system integrators within the central territory across multiple business verticals and states. We are looking for a talented sales professional to work with our current reseller and System integrators customers and seek new partners to sell the Black Box product portfolio. This role will be required to work cross-functionally with sales, engineering, procurement and marketing teams.
Job Responsibilities:

• Owner of identifying, prospecting, recruiting and on-boarding new resellers and system integrators partners in their respective territory 
• To serve as the partner’s single point of contact
• Drive sales revenue through supporting and growing existing partners base
• Establish key metrics for the partners focused on achieving Black Box company goals
• Perform analysis and implement methods to optimize relationships between sales channels
• Works closely with Commercial and Distribution Teams to foster synergistic growth, utilizing Distribution to leverage their relationships with Resellers to secure more business and identify new relationships
• Work with Director of Channel Sales to implement vendor programs and implement/maintain reseller agreements
• Conduct monthly quarterly business reviews with focal reseller partners.
• Build, manage & maintain a substantial pipeline of qualified opportunities to support target achievement with channel partners
• Ensure that all pipeline activity is accurately recorded and updated within SalesForce.com
• Thoroughly research & understand individual market sectors to identify potential customer and partner targets
• Demonstrate Black Box’s product & solution suite clearly & differentiate Black Box’s offerings within the market
• Support and help design local and national reseller and distribution events
• Additional duties as assigned
• Travel up to 60%

Skills, Knowledge, Abilities: 

• Experience in maintaining existing partners and identifying and onboarding new resellers and system integrators partners. 
• Relationship management and strong interpersonal skills 
• Excellent communication skills (verbal and written), influencing and negotiating skills
• Solid problem solving and decision making skills
• Ability to develop learning/understanding of new products and technologies
• Experience in sales and closing strategically important new business
• Experience in making and delivering presentations to current and potential customers
• In-depth knowledge and understanding of customer goals, objectives, strategies and competitive situations; Strong commercial awareness
• Possess a high degree of self-motivation and drive with a confident and determined approach
• Ability to work both independently and as part of a team
• Able to think analytically
• Capable of establishing priorities and balancing multiple tasks simultaneously
• Performs work under general supervision
• Organized and detail-oriented
• Able to build collaborative relationships
• Demonstrates effective and collaborative use of all available resources

Qualifications:

• Bachelor’s degree or significant field experience
• 5-10 years of related IT sales experience with a proven track record in winning new business
• Ability to travel 60% of the time
• Fluency in Salesforce, Excel, and other business software