Position 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.