Senior Account Manager - KVM/Control Rooms - Media/Broadcast Accounts Job at Bla

Job DescriptionPosition Summary:Black Box is a leading Control Room technology provider trusted by customers for mission-critical and broadcast operations in the world's most demanding high-performance environments. We specialize in the design and manufacturing of KVM, AV, and IoT product solutions, delivering secure, real-time data access and management for media and broadcast customers. We are seeking a highly skilled Account Manager with federal sales experience, with deep expertise in KVM and/or Command/Control Center environments. This role is responsible for driving revenue growth by positioning Black Box as the premier provider of high-performance Control Room solutions across any media/broadcast companies where secure, real-time data access, monitoring, and decision-making are critical.This role demands a consultative, solution-selling approach, leveraging Black Box's expertise in secure KVM switching, matrix KVM, KVM-over-IP, AV, and IoT signal distribution to optimize operator workflows, data security, and multi-system control in media/broadcast Control Room environments. The ideal candidate will have strong technical acumen in KVM and/or Control Room architecture, an understanding of complex signal environments (connection, conversion, switching, extension), and proven experience working with Systems Integrators to deliver redundant, high-availability solutions in our customer's environments.The Media/Broadcast Account Manager will help fortify Black Box's position as the trusted KVM authority in Control Room infrastructure, driving new business, expanding market share, and fostering long-term strategic relationships with both end-users and System Integrators. The role requires a relentless focus on delivering results, growing Black Box's presence in the media/broadcast market, and ensuring our secure KVM solutions are engineered, specified, and standardized into mission-critical applications.Responsibilities: Expand Black Box's footprint in the media/broadcast Control Room marketplace (and related contractors) by driving new business and increasing market share for high-performance KVM and AV solutions. Engage in solution selling, identifying customer pain points and architecting redundant, high-availability KVM and AV solutions that optimize operator efficiency, security, and real-time data management. Develop expertise in media/broadcast customer requirements. Leverage deep KVM and/or Control Room expertise to differentiate Black Box in matrix KVM, KVM-over-IP, secure switching, extension, and command center workflow integration. Work closely with Systems Integrators and engineering teams to ensure Black Box solutions are engineered and specified into large-scale media/broadcast environments. Build strategic relationships with key decision-makers, including IT Directors, AV Engineers, Operations Managers, etc. ensuring Black Box's solutions are adopted as standards in the customer's environments. Drive pull-through demand by working directly with end-users, System Integrators, and customer stakeholders to secure Black Box's role in Control Room modernization and security-driven technology upgrades. Lead technical sales engagements, including presentations, product demonstrations, and proof-of-concept evaluations that highlight how Black Box solutions enhance awareness and decision-making. Ensure compliance with related customer and partner security and IT regulations, positioning Black Box's solutions to meet related cybersecurity and operational security imperatives. Collaborate with internal engineering and marketing teams to create technical sales collateral, case studies, and go-to-market strategies tailored for governmental agencies. Maintain a high-performance sales pipeline in Salesforce.com, ensuring visibility into key sales opportunities from early-stage discussions to contract closure. Deliver market intelligence on emerging trends in KVM, AV-over-IP, and Control Room technology, ensuring Black Box remains ahead of industry shifts. Represent Black Box at industry events, media, broadcast and related technology conferences. Negotiate pricing and contracts, ensuring compliance with customer procurement policies and maximizing revenue growth. Provide monthly business reviews, tracking sales performance and identifying key strategic shifts to maximize success in the media/broadcast market.Qualifications/Requirements: 7-10 years of proven success in technical sales and business development to media/broadcast companies and their partnering System Integrators, ideally with a focus on KVM, secure AV, Control Room technology, and/or real-time data management. Strong experience working with Systems Integrators, including expertise in media/broadcast procurement processes, contract vehicles, and solution deployment. Technical fluency in KVM and/or Control Room architecture, including matrix KVM, KVM-over-IP, secure switching, signal extension, and multi-system Control Room environments. Experience with Control Rooms, command centers, video walls, and real-time situational awareness applications required. Deep understanding of media/broadcast Control Room operations. Proven ability to solution-sell, guiding customers through complex technology decisions and positioning Black Box solutions as a critical part of the media/broadcast Control Room environment. Demonstrated track record of profitable growth, identifying high-value opportunities and securing Black Box's position as the preferred KVM provider. Strong self-motivation and results-driven mindset-thrives in a metrics-driven environment with aggressive growth targets. Ability to work independently and collaboratively, partnering with engineering, marketing, and operations teams to drive customer success. Strategic thinker with execution capabilities-leverages both instinct and data to assess business situations, anticipate industry trends, and position solutions effectively. High ethical standards and integrity, ensuring compliance with Federal regulations and best practices in IT security and data protection. Excellent verbal and written communication skills, with the ability to engage CIOs, IT Directors, customer procurement officials, and Control Room engineers in high-impact discussions. Bachelor's degree required, or equivalent work experience. MBA preferred.