• Account Manager

    Job Locations US-VA-Herndon
    Posted Date 4 months ago(3/4/2018 6:48 PM)
    Requisition ID
    Category (Portal Searching)
  • Overview

    Black Box Network Services Government Solutions, a premier provider of communication, networking, and infrastructure services and integration solutions to the US Federal Government, is seeking a motivated and experienced Account Executive to assist in expanding our Federal business. We offer a performance based organization working with a great team in a collaborative atmosphere. We are growing in a highly competitive market and seeking to expand even faster. If you are a Top Performer that likes challenging the status quo to improve client experience, thinking, and bust sales myths, then this is the place for you. In this role, the successful candidate will report to the Outside Sales Manager.

    Purpose: The Account Executive (AE) will sell Black Box solutions and services to new and existing customers primarily to the Federal Government to achieve or exceed assigned quota and business objectives




    • Commitment to continuous sales process improvement (spends significant amount of time with customers; travels to see customers; and participates in events involving customers). Develop short and long-term strategies to grow Black Box brand equity and wallet-share.
    • Build and foster partnerships with manufacturer and integrator team partners;
    • Develop and cultivate strategic relationships with key stakeholders acting as Black Box’s primary contact. Identify major influencers and decision makers to help drive sustainable long-term partnerships
    • Using company past performance, develop strategies to challenge clients’ and prospects’ old way of thinking to focus on solutions, ROI, and TCO;
    •  “hunt” for business while leveraging company resources to ensure that you close profitable business
    • Provide Customer inputs regarding market conditions, competitor strategies and industry trends that drive real-time feedback and contributes to the solution by articulating Voice of Customer and User.
    • Fully participate in capture and  proposal management process
    • Utilizes Salesforce.com (CRM) to effectively self-manage activities to insure success with respect to revenue and growth. Responsible for building and managing an active pipeline of new
    • Professionally represent Black Box at all applicable tradeshows, meetings, trainings, industry associations, public events, etc.




    • 5 years recent and relevant work experience in selling voice and data network solutions with a record of sales success within Federal Government;
    • Knowledge of voice, data, and/or networking solutions/services/ is required
    • In addition, Security Management, Critical Information Protection, Networks and Cyber Mission IT solutions for select Federal/Civil customers a plus
    • Understanding of industry leading partner offerings from demonstrated experience
    • Proven aptitude for aggressively calling on new customer prospects and building relationships based on trust and integrity;
    • Knowledge of capture management processes and practices within the Federal space
    • Understanding of the methods behind Consultative solutions selling in the Federal Market place and focus on Key Decision Makers
    • Demonstrated experience selling into the Department of Energy, Veterans Affairs, Department Health Agency (DHA) preferred


    Special Technical Skills/Knowledge Required:  

    • Knowledge of Government contracting requirements;
    • Proficient with written and verbal communication with, and to, internal and external stakeholders;
    • Experience leading capture efforts, developing win themes, evaluating win probability, coordinating internal resources, and writing executive summaries;
    • Excellent interpersonal skills, and the ability to work well within all levels of an organization;
    • Oral Presentation skills; including development using Microsoft related products
    • Ability to effectively interface with senior command and executive civilian personnel;
    • Competitive mindset;
    • Knowledge of Shipley Proposal methods;
    • Excellent written and verbal communications skills;
    • Travel as required – the successful candidate will be in Sales with a broad territory mostly Northern VA/DC based but additional travel will be necessary   
    • Education: BS College or Technical Equivalent/ Years of Service
    • The successful candidate will be required to submit to a background investigation, and may be required to apply and pass a government security clearance investigation.

    Black Box is an 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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