Account Manager - Technology Product Solutions

Company Overview

Black Box Corporation is a leading global provider of digital infrastructure solutions, specializing in network and system integration, technology products, and support services. With headquarters in Lawrence, Pennsylvania, the company operates 194 offices across 141 countries and employs approximately 4,000 professionals worldwide. Black Box serves diverse sectors including government, education, and commercial enterprises requiring outstanding IT infrastructure performance.

Role Summary

We are seeking an Account Manager for our Technology Product Solutions Business Unit, focused on expanding the Command and Control Room segment. This role is based in Munich, Germany and reports to the Sales Director for EMEA. The primary goal is to grow our high-end KVM and AV solution business within assigned territories and vertical markets.

Key Responsibilities

• Analyze industry trends and competitors within target markets.
• Drive the growth of project and solution sales within the control room ecosystem across chosen verticals.
• Develop new customers and system integrators through events, local partnerships, and key account management.
• Carry sales quota and consistently meet or exceed order, revenue, and gross profit targets while managing costs.
• Contribute insights for marketing initiatives and customer engagement strategies.
• Understand and communicate customer requirements and industry trends effectively.
• Prepare accurate monthly sales forecasts.
• Manage opportunities professionally using Salesforce as a mandatory tool.
• Review major or strategic opportunities regularly and engage directly with end customers and integrators.

Candidate Requirements

• Over 10 years of success in B2B sales handling large-scale projects and enterprise accounts.
• Proven history in the KVM and AV sectors with a track record of surpassing sales goals.
• Experience closing significant enterprise deals valued over $250,000, demonstrating strong results orientation.
• Proactive business developer with excellent skills in prospecting and converting opportunities.
• Persistent in overcoming objections and closing sales deals.
• Expertise in advanced key account management and strategic planning for client retention and growth.
• Ability to build executive-level relationships, including engagement with C-Level executives.
• Experience working with partners to cultivate pipelines and accelerate sales, with an existing network in system integration and channel partners preferred.
• Strong commercial insight, capable of aligning technical product advantages to customer business needs.
• Excellent presentation, negotiation, influencing, analytical, and problem-solving abilities.
• Ability to manage conflicts and stakeholders to achieve consensus.
• In-depth knowledge of market trends, competitor analysis, and emerging technology intelligence.
• Familiarity with enterprise sales methodologies such as Strategic Selling, Miller Heiman, or SPIN Selling.
• Outstanding interpersonal and communication skills, adept at working in diverse, cross-cultural environments.
• Self-driven, entrepreneurial, well-organized with strong time management skills.
• Competitive and resilient mindset focused on achieving and exceeding sales objectives.
• Fluent in German and English; additional languages are an asset.
• Willing to travel over 50% of the time.

Education and Experience

• Bachelor’s or master’s degree in business, marketing, engineering, or related disciplines, or equivalent professional experience.
• At least 5 years of experience in the KVM and AV industry.
• Capable of translating technical product features into compelling customer value propositions using value sales methodologies.
• Collaborative team player able to excel within multicultural organizations.