Position Summary:

Black Box is a leading Control Room technology provider trusted by customers for mission-critical 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 Federal defense and civilian agencies, as well as state/local governments and related contractors.

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 Federal defense and civilian agencies where secure, real-time data access, monitoring, and decision-making are mission-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 high-stakes environments such as border security, critical infrastructure monitoring, law enforcement operations, emergency response, and air traffic control. 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 that meet Federal security and operational requirements.

The Federal 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 Federal defense and civilian markets, and ensuring our secure KVM solutions are engineered, specified, and standardized into mission-critical applications.

Responsibilities:

Expand Black Box’s footprint in Federal defense and civilian agencies and related prime contractors by driving new business and increasing market share for high-performance KVM and mission-critical Control Room solutions. Engage in solution selling, identifying Federal agency pain points and architecting redundant, high-availability KVM and AV solutions that optimize operator efficiency, security, and real-time data management. Develop expertise in defense and civilian agency mission requirements, including secure data access, surveillance monitoring, emergency response coordination, and multi-agency collaboration. 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 Federal Control Room projects. Build strategic relationships with key decision-makers, including IT Directors, AV Engineers, Security Operations Managers, and Air Traffic Control Technicians, ensuring Black Box’s solutions are adopted as standards in mission-critical environments. Drive pull-through demand by working directly with end-users, System Integrators, and agency 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 situational awareness and decision-making. Ensure compliance with Federal security and IT regulations, positioning Black Box’s solutions to meet related cybersecurity and operational security mandates. 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 Federal Control Room technology, ensuring Black Box remains ahead of industry shifts. Represent Black Box at industry events, including military, aviation, border security, law enforcement, and energy infrastructure conferences. Negotiate pricing and contracts, ensuring compliance with Federal procurement policies and maximizing revenue growth. Provide monthly business reviews, tracking sales performance and identifying key strategic shifts to maximize success in the Federal market.

Qualifications/Requirements:

7-10 years of proven success in technical sales and business development to Federal agencies and contractors, ideally with a focus on mission-critical KVM, secure AV, Control Room technology, and/or real-time data management. Strong experience working with Systems Integrators, including expertise in Federal procurement cycles, 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 Federal agency operations, including secure surveillance, border security, aviation monitoring, intelligence fusion centers, and emergency response. Proven ability to solution-sell, guiding Federal agencies through complex technology decisions and positioning Black Box solutions as mission-critical infrastructure. Ability to navigate Federal compliance requirements, ensuring Black Box’s KVM and AV solutions meet cybersecurity, classified data access, and operational security mandates. 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 Federal 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, government procurement officials, and Control Room engineers in high-impact discussions. Bachelor’s degree required, or equivalent work experience.  MBA preferred. Able to travel 60% of the time.