Black Box® is a trusted IT solutions provider delivering cutting-edge technology solutions, products and world-class consulting services to businesses around the globe. Black Box's recent achievements showcase phenomenal growth that aims to reach a $2 billion milestone in the next three years. 

With more than 50 years of technology excellence and 4000 team members globally, managing over 8000 customers across 35 countries we are uniquely positioned to build a global IT services brand that can deliver maximum value, world-class integrated solutions, deliver results, cultivate strategic relationships, and enable lasting relevance for our customers across six continents. 

Discover more about Black Box -  https://www.blackbox.com/en-us/discover-bb/about-blackbox

 

BDM – Business Development Manager

 

Role Description

Responsible for onboarding new logos and manage & maintain a healthy NN (Net New) sales pipeline for accounts and grow new logos to sizeable revenues Primary client-facing field representative; to own, drive the continuity and profitability of NN revenues

Job Specifications & Requirements

Minimum 12+ years’ experience, with at least 5 years’ experience in Sales in the IT-sector Well networked with customer organizations  Experience of handling larger outsourcing engagements within the IT-Service industry (pre-sales or sales phase) Proven track record of sales successes. Project Management experience Willingness to travel. Open, communicative and team-oriented Self-reliant and compelling, Analytic and conceptual frame of mind Goal oriented, resilient

Key Responsibilities 

Lead generation and onboarding new logos 

Collaborate with Vertical Leaders, Practitioner Sales, Client Delivery Leads to identify services/ offerings / value proposition to take to the customer based on client requirement Forge relationships with buying offices of potential client, gather relevant vertical and market knowledge  Learn, know and bring the best of Black Box to customer (offerings, use cases, etc.) Define overall pursuit strategy incorporating feedback from past customer experience; develop client proposal and pricing along with bid manager and Solution Architects Generate leads through secondary research and pursue leads identified by marketing teams and leaders

Drive leads to closure

Own actual negotiation; also coordinate inputs / participation from different stakeholders Develop negotiation strategy & negotiate contract / agreement; oversee bid manager in drafting SoW for contract; participate in win/loss review Collate & communicate learnings from pitches, proposals, customer feedback to Sales team 

 

 

Oversee account handover to Vertical AM

Identify customer needs and facilitate account setup to commence delivery operations along with the Client Delivery Lead/Delivery Manager Create robust transition plan for account handover to Vertical AM

Coordinate and act as conduit for overall delivery and operational excellence for the account including financial planning & tracking

Coordinate with Delivery team to ensure high quality delivery – conduct joint discussions for implementation, delivery and contractual obligations Own cost metrics for an account - with inputs from Client Delivery Managers of individual projects Identify margin improvement initiatives and coordinate with Delivery Managers/ PMs to execute and implement these initiatives

Key Interfaces

Collaborate with Bid Manager/proposal team for proposal writing Collaborate with Practitioner Sales to identify services/ offerings/value proposition to take to the customer based on client requirement & with bid manager to draft RFI response Work with Sales Ops team to create a repository of leads, clients, buying offices, reason for drop-outs etc. Orchestrate account performance reviews, status update, timeline adherence, SLA adherence etc. along with Client Delivery Manager

 

 

Black Box is an equal opportunity employer. Black Box does not discriminate against individuals on the basis of race, color, marital status, sex, sexual orientation, sexual identity, 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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