Account Manager

2 weeks ago

Raleigh, North Carolina, United States Black Box Full time

Position Summary
JOB DESCRIPTION
The Account Manager for Distribution accounts will be responsible for the growth of Black Box products through our national distribution partners. This role will strategically manage existing accounts while recruiting and onboarding new partners, ensuring Black Box solutions reach the right customers efficiently. The ideal candidate combines strong channel sales experience with consultative account management skills, leveraging cross-functional collaboration with sales, product management, engineering, marketing, and procurement teams to maximize revenue growth.

Key Responsibilities

  • Develop, manage, and expand Black Box distribution accounts to drive sales growth nationwide.
  • Identify, prospect, recruit, and onboard new distribution partners that align with Black Box's strategic objectives.
  • Collaborate with internal teams to develop and execute account strategies, promotions, and incentive programs that accelerate sales.
  • Maintain a robust pipeline of qualified opportunities, tracking all activity in Salesforce and providing accurate forecasts and business insights.
  • Conduct quarterly business reviews with key distribution partners/accounts, analyzing performance, identifying opportunities, and presenting actionable recommendations.
  • Partner with marketing to design campaigns, events, and programs that strengthen partner engagement and market visibility.
  • Train internal teams on distribution strategies and ensure alignment across all stakeholders to optimize account performance.
  • Represent Black Box's Control Room solutions effectively, differentiating our offerings and reinforcing our market position.
  • Recommend quarterly stocking buys based on POS trends, forecast, and promotions; monitor aged inventory and drive proactive actions.
  • Analyze distributor POS/sell-out data to identify growth opportunities, track performance, and align sell-in with sell-through.
  • Manage line card hygiene (listings, EOL transitions, pricing, images/specs) across distributor systems.
  • Oversee RMA/returns, price exceptions, rebates, and MDF programs to maximize profitability and minimize leakage.
  • Track and report on distributor KPIs: inventory turns, aged stock reduction, promo ROI, backlog pull-through and sell-in vs. sell-out alignment.
  • Travel nationally as required to support partner development and business growth initiatives.

Qualifications

  • 5–10 years of proven success in technology sales, with significant experience driving new business through distribution channels (TD Synnex, Ingram Micro, Arrow Electronics, etc.)
  • Demonstrated ability to manage and grow strategic partner relationships, with strong influence and negotiation skills.
  • Solid understanding of sales processes, pipeline management, and consultative selling.
  • Excellent communication and presentation skills, able to engage internal and external stakeholders with credibility.
  • Strong analytical, problem-solving, and decision-making abilities.
  • Self-motivated, results-oriented, and comfortable in a metrics-driven environment.
  • Proficiency in Salesforce, Excel, and other business software.
  • Bachelor's degree required; equivalent field experience considered.
  • Willingness to travel frequently to meet business needs.

Skills & Attributes

  • Strategic thinker with the ability to prioritize multiple initiatives simultaneously.
  • Collaborative team player who can work effectively across functions.
  • Organized, detail-oriented, and able to drive execution with minimal supervision.
  • Commercially savvy, with a deep understanding of partner goals, market trends, and competitive dynamics.

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