Vice President, Strategic Vendor Relations

Posted Date 1 month ago(1/10/2018 8:05 AM)
Requisition ID
Category (Portal Searching)
Procurement & Distribution


Black Box Corporation (NASDAQ: BBOX) is a leading technology solutions provider dedicated to helping customers design, build, manage, and secure their IT infrastructure. Our service offerings include unified communications, data infrastructure and managed services.


Headquartered in Lawrence, Pennsylvania, Black Box Network Services has the largest footprint in the industry, with approximately 75 locations serving 141 countries.  With almost 3500 team members worldwide, we serve more than 175,000 customers in every major industry sector.


The Vice President of Strategic Vendor Relations is primarily responsible for establishing and managing relationships with strategic vendors related to the network services business. This position will handle negotiating vendor programs, conflict resolution, overseeing and maintaining analysis of vendor effectiveness, serving as business advocate and developing and/or maintaining positive relationships with all existing and potential vendors globally.  Reporting to the VP Global Sales for Commercial Services, this role will be key in driving Black Box’s future services strategy.


  • Manage and negotiate all vendor programs, including: confidential agreements, rebates, terms and conditions and programs.
  • Manage partner relationships to support solutions portfolio.
  • Develop metrics and reports to analyze each vendor and their effectiveness for the business.
  • Promote company achievement of vendor incentives.
  • Coordinate the rationalization of existing and future vendors.
  • Manage relationships with all existing and potential vendors: a) take a strong advocacy position on behalf of the business with vendors; b) alert vendors to potential opportunities with the business and assist in conflict resolution; c) work to strengthen vendor relationships and aid in converting sales to Black Box preferred vendors; d) In conjunction with the Black Box Executive Management team and the Marketing Department, help develop, implement and drive programs and promotions.
  • Monitor and analyze sales/earnings data and trends; take predictive stance and corrective action as appropriate to maintain growth of the business.
  • Conduct vendor and market research, validation & analysis on current and next generation vendors. 
  • Act as a spokesperson and ambassador for Black Box with vendors and at industry trade shows, vendor meetings and conferences.
  • Gather constant feedback on the businesses satisfaction with the various vendors; identify concerns and opportunities; ensure that internal departments are responsive; take corrective action.
  • Advocate and encourage the business to maximize earnings and volume with preferred vendors.
  • Monitor Black Box’s support of vendor programs, suppliers and compliance to membership commitments.
  • Help to identify growth areas and plans to achieve financial targets.
  • Help to develop new business/division opportunities related to vendors.
  • Actively participate in strategic planning.


  • 15+ years professional experience in the enterprise technology and managed services space including four years in a senior leadership role.
  • Proven ability to build strong relationships with technology vendors.
  • Bachelor degree in business, marketing, engineering, computer science or related field. MBA preferred.
  • Is a proven leader in establishing climate, culture and strategic directions that drive success.
  • Strong employee focused leadership and energy profile.
  • Ability to successfully facilitate meetings, listen and assimilate opposing views and build consensus with high-powered individuals, including senior distributor and vendor executives.
  • Ability to successfully execute against the above consensus.
  • Ability to successfully communicate, negotiate and resolve conflict at the senior executive level.  Ability to be forceful but diplomatic and find the win-win.
  • Ability to build and maintain a personal network of respected business leaders and vendors who provide ideas, feedback, counsel and guidance.
  • Results oriented, but not at the expense of alienating vendors or the business by not getting the needed group buy-in and support.
  • Above average written communication skills.
  • Good presentation / speaking skills and comfortable in front of large groups.
  • Demonstrated ability to interpret and advise on technological trends and cost impact to the business.
  • Must be a strong collaborator with a track record of working effectively with senior executives to generate unified strategies and plans to create a results-driven environment.
  • Must have exceptional communication skills and be capable and comfortable interfacing with executives, BOD, analysts, clients and partners.
  • Strong ability to work in changing environment, and ability to think critically.
  • Demonstrated successful experience in working in a demanding, high performance work environment and team oriented culture.
  • Willingness to travel 40-50% of the time.



 An Equal Opportunity Employer



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