Senior Territory Account Manager, Enterprise AV

This is a fully remote position, open to applicants in Australia.

📋 Description

• Actively develop and oversee superior commercial AV business alliances and distributors throughout Australia and New Zealand.

• Identify, recruit, cultivate, train, and manage a strategic selection of channel accounts – including integrators, distributors, consultants, and end customers – to drive growth within the AUNZ AV channel business.

• Sustain and enhance distribution channels, onboarding value-added distributors and sub-distributors in crucial AUNZ verticals to cultivate the project business pipeline.

• Lead account management efforts for existing partners, pinpointing key AV channel partners to increase wallet share across all product categories.

• Discover and recruit new partner relationships to generate quarterly recurring NETGEAR business, emphasizing impactful face-to-face engagement across major AUNZ cities and regions.

• Seek specialist channel partners to boost the adoption of wireless access points and managed switches supported by our cloud solution in the local market.

• Develop proposals and business plans, negotiate agreements, and nurture robust overall relationships with customers and new business prospects.

• Recognize and leverage opportunities across key AUNZ verticals such as commercial fit-outs, government, education, hospitality, live events, and broadcast.

• Achieve or surpass quarterly and annual top and bottom-line targets for the AUNZ region.

• Strategically plan and prioritize meetings, sales calls, and customer interactions to optimize sales and meet established business objectives.

• Provide weekly reports and forecasts for your territory.

• Manage product, pricing, and margins in accordance with established goals.

• Utilize customer and prospect contact tools and systems to ensure all information is current and accurate.

• Collaborate with internal NETGEAR resources – including SE, Marketing, Product Management, Sales, Tech Support, and Operations – to enhance sales outcomes.

• Conduct regular training for partners at all organizational levels on the AUNZ AV switches and access points line.

• Supply competitive intelligence, market trends, and channel or technology insights pertinent to the AUNZ landscape to assist NETGEAR in improving its business.

• Possess a comprehensive understanding of the competitive environment.

⛳️ Requirements

• Demonstrated sales and partner account management experience within the AV industry, possessing a solid grasp of AV over IP and the integration of switches and APs within this market.

• Over 8 years of relevant experience in managing and expanding top-tier accounts, including integrators and consultants in the AUNZ region, with a proven history of high-performance outcomes.

• A broad network of contacts within the AUNZ AV industry, including CEO/CTO-level relationships, and a well-established record of successful business growth.

• Strong pre-existing relationships with Value Added and Broadline Distributors, Systems Integrators, Consultants, and Resellers engaged in the Australian and New Zealand markets, along with a proven history of leading and concluding high-value sales campaigns in the AUNZ AV industry.

• Capability to draft and efficiently execute business plans by account and across the region, including annual growth objectives, accurate forecasting, and quota achievement.

• Familiarity with the local AUNZ Commercial AV, Rental/Live Event, and Broadcast AV sector, along with relevant contacts in both Australia and New Zealand.

• High achiever with a strong closing mentality and the ability to succeed against well-resourced competitors.

• In-depth understanding of channel dynamics and the requirements to enhance market share in the AUNZ context.

• Well-organized, focused, and entrepreneurial – capable of working autonomously and independently while effectively collaborating with the broader APAC team.

🏝️ Benefits

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