Senior Territory Account Manager, Enterprise AV

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NETGEAR

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1996

🔧 Hardware

🛍️ eCommerce

📡 Telecommunications

Hardware • eCommerce • Telecommunications

NETGEAR is a technology company that specializes in networking products, including WiFi routers, mesh systems, cable modems, and mobile hotspots. They provide solutions for both home and business networking, with a focus on enhancing connectivity through innovative products such as Orbi and Nighthawk routers. NETGEAR also offers security software, parental controls, and support services to ensure optimal performance and safety of users' internet connections.

📋 Description

• Proactively build and manage top-tier commercial AV business partners and distributors across Australia and New Zealand. • Identify, recruit, develop, train, and manage a strategic set of channel accounts - integrators, distributors, consultants, and end customers - to drive growth of the AUNZ AV channel business. • Maintain and expand distribution channels, onboarding value-added distributors and sub distributors in key AUNZ verticals to develop the project business pipeline. • Drive account management of existing partners, identifying key AV channel partners to grow share of wallet across all product categories. • Identify and recruit new partner relationships to generate quarterly recurring NETGEAR business, with a focus on impactful face-to-face engagement across major AUNZ cities and regions. • Find specialist channel partners to accelerate adoption of wireless access points and managed switches supported by our cloud solution within the local market. • Create proposals and business plans, negotiate agreements, and maintain strong overall relationships with customers and new business prospects. • Identify and capitalise on opportunities across key AUNZ verticals including commercial fit-outs, government, education, hospitality, live events, and broadcast. • Meet or exceed quarterly and annual top and bottom-line targets for the AUNZ region. • Plan and prioritise meetings, sales calls, and customer contact to maximise sales and achieve agreed business objectives. • Provide weekly reporting and forecasting across your territory perimeter. • Manage product, pricing, and margins in line with agreed aims. • Use customer and prospect contact tools and systems, keeping all information current and accurate. • Coordinate with internal NETGEAR resources - SE, Marketing, Product Management, Sales, Tech Support, and Operations - to optimise sales results. • Deliver regular training to partners at all levels of their organisation on the AUNZ AV switches and access points line. • Provide competitive intelligence, market trends, and channel or technology insights relevant to the AUNZ landscape to help NETGEAR improve its business. • Fully understand the competitive environment

🎯 Requirements

• Proven sales and partner account management experience from the AV industry, with a solid understanding of AV over IP and how switches and APs fit into this market. • 8+ years of relevant experience managing and growing top-tier accounts including integrators and consultants in the AUNZ region, with a demonstrated track record of high-performance results. • Extensive address book of AUNZ AV industry contacts with CEO/CTO-level relationships and a clear track record of successful business growth. • Strong existing relationships with Value Added and Broadline Distributors, Systems Integrators, Consultants, and Resellers active in the Australian and New Zealand markets. Proven track record of leading and closing high-value sales campaigns in the AUNZ AV industry. • Ability to write and effectively execute business plans by account and across the region, with annual growth targets, accurate forecasting, and quota attainment. • Knowledge of the local AUNZ Commercial AV, Rental/Live Event, and Broadcast AV industry with relevant contacts in both Australia and New Zealand. • High performer with a strong closer mindset and the ability to win against well-resourced competitors. • Deep understanding of channel dynamics and what is required to grow market share in the AUNZ context. • Organised, focused, and entrepreneurial - able to work autonomously and independently while collaborating effectively with the broader APAC team.

🏖️ Benefits

• Travel will be required for approximately 50% of the time, including joint calls with partners to integrators and end customers, attending key AUNZ trade shows (e.g., Integrate Expo, InfoComm Australia), and working across partner offices in major cities including Sydney, Melbourne, Brisbane, Perth, Adelaide, Auckland, and Wellington.