Senior Sales Manager- TPS

Company Profile:

Black Box is a trusted IT solutions provider delivering cutting-edge technology solutions and world-class consulting services in Unified Communications, Enterprise Networking, Data Center, Digital Applications and Cyber Security. 

Our mission is to provide cutting-edge technology solutions, deep global resources, and world-class consulting services that accelerate customer success and drive stakeholder value.

The breadth of our global reach, continuous innovation, and depth of our expertise accelerates customer success by bringing people, ideas, and technology together to solve real-world business problems. 

Through our values, such as innovation, ownership, transparency, respect, and open-mindedness, we deliver solutions, services and products to more than 8,000 clients worldwide. These clients trust our 4000 team members in 35 countries who for over 45 years have been connecting people, technology, and ideas to help accelerate their digital transformation. Satisfied clients, including 100 in the Fortune 500, count on our global team members who operate across 75 support centers, to drive their business innovation.

In collaboration with global technology leaders like Avaya, Aruba, Cisco, Commscope, Corning, Extreme, Fortinet, Genesys, HPE, Juniper, Mitel, Nutanix, Palo Alto, Poly, Trend Micro, UiPath and Verint among others, Black Box delivers domain-focused, flexible, and customized technology solutions and seamless services that accelerate customers’ business.

Corporate Website: www.blackbox.com

Role: Senior Manager – Sales (ANZ region) 

Purpose of the Job:

Leads sales organization for Black Box’s Products division within the ANZ region to achieve target objectives, including revenue and gross margin.  Develops strategies and directs efforts to achieve sales goals. Full accountability for revenue objectives. Maintains partnership with other functional areas including Marketing, Product Management, Operations, etc. 

The Products division of Black Box sells, manufactures and distributes products under the Black Box brand in various specific market segments (primarily KVM, Audio/Visual, Networking, Infrastructure, and IoT Solutions) around the world through channel partners, specifically targeting the Control Room and Command Center market segments. 

Primarily Roles & Responsibilities

Drives aggressive year-over-year growth through developing model capable of supporting and sustaining high, double-digit revenue growth.

Builds sales strategy, identifies new opportunities and provides organizational vision and communication to bolster the current success at Black Box; implements repeatable processes, systems and best practices that are required to ensure improved operations and increased customer acquisition.

Builds distributor/channel partner relationships, serving as a vehicle through which increased sales volumes are achieved.

Establishes both short-term and long-term sales goals and monitors achievement, taking necessary action as needed to ensure sales targets are achieved; assess and identify improvements in the organizational model, team member profiles and account strategies to continually improve and scale operations.

Understands the competitive landscape and develops strategies and initiatives to maintain a leadership position in the market; effectively identify and translate client needs into Black Box solutions.  Monitors the marketplace to identify trends, advances and shifts in customer/channel/competitor strategies.

Passionate and enthusiastic involvement in all aspects of team management as well as direct interaction during the sales process with prospects, customers and partners; fosters teamwork and creates a positive work environment for a geographically distributed sales force.

Identifies and forecasts potential sales opportunities for company supported products and services for the aggregate team.  Communicates those opportunities, delegating to the appropriate sales teams across the business and holding them accountable.  Provides accurate forecasts regularly to leadership as needed.

Develops and leads team of sales professionals; ensures team is aligned on strategic objectives, and specific objectives required for success. 

Creates a team of hunters to bring in new customers and upsell existing customers; ensure the skills and development of the sales organization is aligned with business requirements leading to success for both the individual and Black Box.

Meets with assigned team members frequently to oversee sales activities and team progress. Sales activities typically include proposal and bid strategies, pricing, capture efforts, and collaboration with internal and external support personnel. 

Skills, Knowledge, Abilities

Outstanding organizational leadership skills – excellent written and oral communication skills with ability to build strong customer and employee relationships. A leader that builds through teamwork, a motivator.

Proven history of success driving organizational change within a turnaround environment. 

Proven ability to develop and implement a Channel Program within the ANZ region. 

Possesses strong presentation and negotiation skills; demonstrates creative approaches to both “hunting and farming.” 

Strong working knowledge of current and changing company products and service offerings; ability to maintain industry/competitor knowledge

Solid understanding of business financials, P&L statements, and ROI analysis

Strong organizational skills to multi-task demanding priorities; effective use of resources to deliver customer results

Ability to understand customer buying processes and drivers to align sales approaches accordingly

Ability to establish and maintain CXO level relationships with customers in key markets

Strong business acumen and operating experience, particularly in the areas of sales compensation, sales organization structures, forecasting, financial planning, budgeting and the identification and implementation of sales programs and solutions designed to address customer needs.

Solid skills utilizing and leveraging a CRM tool such as Salesforce.com.

Education/Experience Requirements

Bachelor’s Degree in Business, Sales, Marketing or Engineering.

MBA preferred.

10 years minimum of related experience managing a large, multifaceted sales team operating in ANZ.

Experience leading sales team in the Control Room and Command Center markets is strongly desired.

Proven success driving consistent revenue growth year-over-year.

Solid track record of building and leading best-in-class sale teams by creating loyalty, trust and commitment to organizational goals.

Related experience in ANZ markets required.

Ability to travel 50% of the time, including international travel.

Supervisory Responsibility

Leads sales teams comprised of outside sales, inside sales, sales engineers, technical support, sales operations and customer service.