Black Box

End-to-end digital infrastructure and IT services

Account Manager

Account ManagementPosted on Nov 9

Full-timeUnited StatesNo salary listedIn-person

About the Job

Requirements

A minimum of 8 years of experience in client-facing roles or account leadership within IT solutions or management consulting.
Experience overseeing and expanding client profit and loss, with a strong background in customer relationship management programs and account planning.
Deep expertise in the vertical industry.
Proficiency in selling across various service lines.
Strong communication skills to engage effectively with stakeholders at all levels within the company and client organizations.
Attention to detail and the ability to manage and coordinate all aspects of complex projects.
Experience with global service delivery models and cross-regional operations.

Responsibilities

Serve as the primary relationship holder and knowledge expert for large enterprise clients, accountable for growing revenue and profitability at each client account.
Consistently expand broader and deeper relationships at the client account.
Understand client problems and strategies or initiatives in detail.
Develop, refine, and administer client account plans in collaboration with vertical leaders, solutions practitioners and architects, and client delivery managers.
Align with Marketing to provide account-based marketing targeting.
Generate new Black Box solution opportunities at the client account through deep client knowledge and leveraging solutions development and sales programs.
Cross-sell across the Black Box solution portfolio to grow wallet share.
Work closely with the solution selling team to support opportunity development and close-wins.
Support contractual and client administration at the direction of relevant functional management.
Support margin improvement initiatives with Delivery Managers and project managers.
Support order management, procurement, client invoicing, collections, and financial planning and analysis functions.
Share accountability with Delivery management for maintaining customer satisfaction and tracking and reporting customer satisfaction and Net Promoter Score.
Meet key metrics including qualified contacts created, account plan completion measures, number and average size of opportunities created, conversion rate to formal proposal, qualified win rate, order book value, gross margin as sold, revenue, gross profit, customer satisfaction and Net Promoter Score scores, and days sales outstanding.

Desired Qualifications

A bachelor's or master's degree.

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

#L1 - SS1

About the Company

Black Box

End-to-end digital infrastructure and IT services

Black Box provides digital infrastructure solutions for large enterprises and public-sector clients, designing, integrating, and managing IT environments. It offers services and products across networking, data centers, cybersecurity, unified communications, and digital workplace, along with consulting, project management, and managed services to design, deploy, and operate systems. The company differentiates itself as a vendor-agnostic integrator with a global delivery footprint, offering end-to-end capabilities from initial design to ongoing support. Its goal is to help organizations build scalable, reliable digital infrastructure across distributed locations to support modern operations.

Company size: Not listed
Company stage: IPO
Headquarters: Plano, TX
Founded: 1976

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