Regional Sales Manager - Middle East & Africa (MEA)

Role Description

JOB DESCRIPTION

Black Box Corporation (NASDAQ: BBOX) is a global digital infrastructure integrator delivering network and system integration services and solutions, support services, and technology products-

Headquartered in Lawrence, Pennsylvania, Black Box Network Services has the largest footprint in the industry, with 194 offices serving 141 countries. Black Box is represented in the United States, Europe, India, Asia Pacific, the Middle East, and Latin America and has around 4,000 professionals globally. The Black Box solution portfolio is used every day in government, education, commercial enterprises and any other organization that requires the utmost quality and performance from their IT infrastructure.

This is your opportunity to join our Business Unit: Technology Product Solutions (TBS), as Regional Sales Manager - Middle East & Africa (MEA). TBS is a worldwide market leader in IT infrastructure with a strong focus on high-end solutions for KVM and AV.

Located in the United Arabic Emirates you will work closely with the regional Account Manager(s) and Technical Consultant(s). The primary objective of this position is to develop and grow the company’s Command and Control Room Business throughout the assigned territory.

This position reports to the Sales Director EMEA, based in Germany.

Responsibilities

• Develop and progress a go to market strategy and the business plan for the assigned target group/territory.
• You will provide input for marketing campaigns and client engagement.
• Analyse target markets and industries with an emphasis on trends and competitor’s activities.
• Identify, qualify and recruit potential System Integrators (SI) and end-customers.
• Quota carrying.
• Further develop and grow the project and solution business in the control room ecosystems across multiple verticals, industries and regions.
• You are expected to develop new customers and System Integrators through seminars, industry roundtables, exhibitions, effective local partner management and professional key account management.
• Achieve and exceed Order and Revenue Target as well as Gross profit for the area of responsibility under the given cost umbrella.
• Understand and share customer requirements and industrial trends across the region and Leadership.
• Provide proper, disciplined and accurate forecast planning on a monthly base.
• Manage and develop your opportunities professionally. Using Salesforce as a tool is mandatory.
• Review on a regular base large or strategic opportunity, get personally involved with end customers and system integrators if required.
  
  

Requirements

• Minimum 10 years of experience and a track record in Sales.
• Minimum 10 years of experience and track record working across multiple countries and cultures in the Middle East and preferably Africa.
• Ability to manage individual contributors.
• Experience in working through channel partners or System Integrators is an advantage.
• Excellent interpersonal skills including, team work good communication skills. Strong team player with the ability to work successfully in a multicultural organization.
• Persistence and tenacity in developing prospects and customers, be able to close businesses.
• Strong hunting capabilities and ability to deal with C-Level.
• Strong presentation, analytical, negotiation, problem solving and influencing skills. Being focussed and result oriented.
• Understand new market trends and competition in your area of responsibility. Feed this back to management and product line.
• Ability to translate technical product information into strong customer value propositions.
• Ability to resolve conflicts
• Strong business acumen and organizational skills.
• Self-starter able to manage time and organize / prioritize workload.
• Ability to effectively communicate in English. Other local language(s) would be an advantage.
• Ability and willingness to travel (>50%).
• Strategic Selling and Key Account Management Skills (Miller Heimann/Spin selling methodology etc. beneficial)
• Successful sales experience in larger, complex projects of $250k + deals.
• Existing base of System Integrators and Customers in the assigned territory would be preferred.
• KVM & AV market knowledge is mandatory.
  
  

Qualifications

• Bachelor’s or master’s degree (business, marketing, engineering) or equivalent combination of education and experience.
• Minimum of 5 years working experience within the control room environment.
• Ability to translate technical product information into strong customer value propositions.
• Strong team player with the ability to work successfully in a multicultural organization.
  
  

About Us

What's in it for You?

Joining Black Box means you’ll have the opportunity to work on exciting, highly visible projects with our customers. You’ll get to know large and small organizations across the world and work to deliver best in class IT solutions. You’ll be rewarded with a variety of experiences, development opportunities and exposure to some of the world's most admired companies. In addition to these rewarding experiences, you’ll have access to our comprehensive Total Rewards Program. Our program continues to evolve to meet the needs of our dynamic workforce by providing a variety of benefits which are applicable and competitive for each country & region.

About Black Box

Black Box is the trusted global solutions integrator and digital technology partner. With nearly 45 years of experience connecting people and devices, we are an organization of top technical professionals dedicated to delivering solutions and services that help organizations design, build, manage, and secure their communications and IT infrastructure and networks. Technologies include 5G/OnGo, connected buildings, digital workplace, multisite deployments, data centers, and IoT.

We also design and manufacture award-winning products for Pro AV, KVM, cabling, and networking known for their advanced functionality, flawless performance, outstanding reliability and fail-safe security. We deliver high-value technology services and products through our values, such as innovation, ownership, transparency, respect and open-mindedness combined with our global presence and 2,500+ team members in 24 countries and growing. Black Box is a wholly-owned subsidiary of AGC Networks.

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.