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About the Role

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 with full accountability for revenue objectives. Maintains partnership with other functional areas including Marketing, Product Management, and Operations.

Responsibilities

Drives aggressive year-over-year growth through developing a 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 current success.
Implements repeatable processes, systems, and best practices to ensure improved operations and increased customer acquisition.
Builds distributor/channel partner relationships to achieve increased sales volumes.
Establishes and monitors short-term and long-term sales goals, taking necessary action to ensure targets are achieved.
Assesses and identifies improvements in the organizational model, team member profiles, and account strategies.
Understands the competitive landscape and develops strategies to maintain a market leadership position.
Identifies and translates client needs into Black Box solutions.
Monitors the marketplace to identify trends, advances, and shifts in customer/channel/competitor strategies.
Involves team management and 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.
Communicates opportunities and delegates to appropriate sales teams, holding them accountable.
Provides accurate forecasts regularly to leadership.
Develops and leads a team of sales professionals, ensuring alignment with strategic and specific objectives.
Creates a team of hunters to bring in new customers and upsell existing customers.
Ensures the skills and development of the sales organization align with business requirements.
Meets with assigned team members frequently to oversee sales activities and team progress.
Oversees sales activities including proposal and bid strategies, pricing, capture efforts, and collaboration with internal and external support personnel.

Requirements

Outstanding organizational leadership skills.
Excellent written and oral communication skills with ability to build strong customer and employee relationships.
Proven history of success driving organizational change within a turnaround environment.
Proven ability to develop and implement a Channel Program within the ANZ region.
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 sales compensation, sales organization structures, forecasting, financial planning, budgeting, and the identification and implementation of sales programs and solutions.
Solid skills utilizing and leveraging a CRM tool such as Salesforce.com.
Ability to travel 50%+ of the time, including international travel.

Skills

Sales leadership
Channel program development
Presentation skills
Negotiation skills
Product and service knowledge
Industry and competitor knowledge
Financial analysis
P&L statements
ROI analysis
Organizational skills
Resource management
Customer buying process understanding
CXO relationship building
Business acumen
Sales compensation
Sales organization structures
Forecasting
Financial planning
Budgeting
Sales program implementation
CRM utilization (e.g., Salesforce.com)

Location

ANZ region

Work Type

Full-time

Experience Level

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.

Education Level

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

About the Company

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.