Partner Business Manager, East Coast

3 weeks ago
Requisition ID
2017-1563
Category (Portal Searching)
Sales

Overview

The purpose of the role is to plan, implement and carryout lead generation and sales activities in order to meet or exceed company sales objectives and targets for retention, growth of revenues and margin; primarily within the indirect sales channel, focused on DMR customers Mid-Atlantic region.

Responsibilities

Channel Development Duties

  • Driving sales revenue through building a strong indirect channel partner network
  • Educating the market / channel to the benefits of Black Box products and solutions
  • Developing Go-to-Market plans for each of the channel partners, ensuring the efficient execution of those plans
  • Oversee and Implement vendor Inducement programs
  • Analysis and optimization of relationship between sales channels
  • Responsible for identifying, prospecting, recruiting and on-boarding new channel partners
  • Establish key metrics
  • Serve as the partner’s single point of contact
  • Oversee the creation and delivery of accurate monthly, quarterly and annual forecasts and account plans
  • Present written quarterly reviews and annual plans to all levels of Black Box and partner management
  • In conjunction with management team, establish highly strategic, thoughtful and deliberate business plans

Sales Duties

  • Seek out new business opportunities
  • Deliver consistently against all revenue and profitability targets
  • 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
  • Accurately forecast sales by month, quarter and annually
  • Demonstrate Black Box’s product & solution suite clearly & differentiate Black Box’s offerings within the market
  • Successfully position Black Box’s products and solutions within the context appropriate to the end users, specific partners, or vertical markets; utilizing Value Based arguments and Consultative Sales techniques
  • Negotiate pricing & contractual terms as required, in line with company guidelines
  • Track progress against targets on an ongoing basis
  • Demonstrate effective and collaborative use of all available resources
  • Practical and action orientated sales performance & planning; including but not limited to, GAP recovery and 30-60-90-day planning

Qualifications


Key Skills

  • Relationship management and interpersonal skills
  • Communication, influencing and negotiating skills
  • Presentation skills
  • Research and report writing skills
  • Problem solving and decision making
  • Negotiation and persuasion
  • Networking
  • Ability to personally 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

 

Key Competencies 

  • Bachelor’s degree preferred
  • 5 years of related sales experience with a proven track record in winning new business
  • The ability and desire to sell
  • A proven track record in winning new business
  • Excellent verbal and written communication skills
  • Strong presentation, negotiating and closing skills
  • Excellent planning and organization skills
  • Strong commercial awareness
  • A confident and determined approach
  • A high degree of self-motivation and drive
  • The ability to work both independently and as part of a team
  • Client development and retention skills to build long term profitable partnerships
  • Good interpersonal skills, with strong experience within vertical markets

Black Box is and equal opportunity employer. In accordance with Federal, State and Local laws, Black Box does not discriminate against individuals on the basis of race, color, marital status, sex, sexual orientation, religion, national origin, age, disability, veteran status, genetic information, or any other protected status, and endorses those policies and practices which seek to recruit, hire, train and promote the most qualified persons into available jobs.

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