Vertical Account Manager

Black Box•United States,

16h

About The Position

The Vertical Account Manager is the primary relationship holder and knowledge expert for large enterprise client accounts, accountable for growing revenue and profitability. The role focuses on Consumer and CPG clients and on building broader and deeper client relationships through detailed understanding of client problems, strategies, and initiatives. The position develops and administers account plans in collaboration with vertical leaders, solutions practitioners and architects, and client delivery managers. It generates new solution opportunities, supports cross-selling across the Black Box solution portfolio, and works with solution-selling teams to develop and close opportunities. The role also supports client and contractual administration, margin improvement, order management, procurement, invoicing, collections, financial planning and analysis, and customer-satisfaction tracking and reporting. Performance is measured through metrics including qualified contacts, account-plan completion, opportunities created and their average size, proposal conversion and qualified win rates, order book value, gross margin, revenue, gross profit, CSAT/NPS scores, and DSO.

Requirements

At least 8 years of experience in client-facing roles or account leadership within IT solutions or management consulting.
Experience with Consumer and CPG clients.
Skill overseeing and expanding client P&L, with a strong background in CRM programs and account planning.
Deep expertise in the vertical industry.
Proficiency selling across various service lines.
Outstanding communication skills and ability to engage stakeholders at all levels within the company and client organizations.
Strong attention to detail and ability to manage and coordinate all aspects of complex projects.
Proven experience with global service delivery models and cross-regional operations.

Nice To Haves

Bachelor’s or Master’s degree preferred.

Responsibilities

Serve as the primary relationship holder and knowledge expert for large enterprise client accounts, accountable for account revenue and profitability growth.
Expand and deepen relationships across client accounts.
Develop detailed knowledge of client problems, strategies, and initiatives.
Develop, refine, and administer client account plans in collaboration with vertical leaders, solutions practitioners and architects, and client delivery managers.
Align with Marketing on account-based marketing targeting.
Generate new solution opportunities at client accounts through client knowledge and solutions development and sales programs.
Cross-sell across the Black Box solution portfolio to grow wallet share.
Work with solution-selling teams to support opportunity development and close wins.
Support contractual and client administration as directed by relevant functional management.
Support margin improvement initiatives with delivery managers and project managers.
Support order management, procurement, client invoicing, collections, and financial planning and analysis.
Work jointly with delivery management to maintain customer satisfaction and track and report CSAT/NPS.
Track and support performance against qualified contacts, account-plan completion, opportunity creation and size, conversion and win rates, order book value, gross margin, revenue, gross profit, CSAT/NPS, and DSO metrics.