Account Manager - TPS

In this role you will drive growth for Black Box’s command and control room solutions across EMEA, focusing on large enterprise opportunities and channel partnerships. You will work closely with sales, marketing, and partners to identify opportunities, forecast reliably, and exceed revenue targets while translating technical value into business outcomes. You’ll engage with C-level decision-makers and system integrators to shape deals from qualification to closure in a fast-paced, global environment. This is a high-visibility role at a market-leading IT infrastructure provider, with a strong emphasis on KVM and AV solutions and cross-functional collaboration.

• Analyse target markets and industry trends
• Develop and grow project and solution business in the control room ecosystem across assigned verticals
• Identify and develop new customers and system integrators through seminars, roundtables, exhibitions, and partner management
• Quota carrying and achievement of order, revenue, and gross profit targets
• Provide input for marketing campaigns and client engagement
• Forecast planning on a monthly basis
• Manage and develop opportunities and regularly review strategic opportunities
• Use Salesforce as a mandatory tool
• Engage with end customers and system integrators at executive levels
• Review large opportunities regularly and maintain direct involvement with stakeholders

• 10+ years of successful B2B sales experience managing large, complex projects and enterprise accounts
• Proven track record in KVM and AV industry with consistent sales target achievement
• Experience closing high-value enterprise deals (>$250K) with a strong win rate
• Strong business development and hunting capabilities with proactive opportunity management
• Persistent, tenacious prospecting and deal closure skills
• Advanced Key Account Management and strategic account planning expertise
• Ability to engage with C-level decision-makers and build executive relationships
• Experience leveraging partners to develop pipeline and accelerate growth
• Strong commercial acumen and ability to translate technical features into business value
• Excellent presentation, negotiation, analytical, and problem-solving skills
• Ability to travel (>50%)
• Fluency in German and English; additional languages a plus
• Bachelor’s or Master’s degree in business, marketing, or engineering

• strong interpersonal and relationship-building abilities
• cross-functional collaboration
• habit of proactive prospecting
• KVM
• AV solutions
• enterprise sales methodologies (Strategic Selling, Miller Heiman, SPIN Selling)