Sr. Territory Account Manager, Enterprise AV

Job description

Role Overview Location: Sydney or Melbourne (Remote) NETGEAR is seeking a seasoned and driven Sr. Territory Account Manager to join our expanding Commercial AV Channel Business in Australia and New Zealand (AUNZ). This role is central to our strategic initiative to grow sales of our industry-leading IP networking switching and wireless products across the AV landscape, from Commercial AV to rental, live events, audio, and broadcast sectors. As a key member of our dynamic and fast-paced Sales team, you will be instrumental in driving business growth by building strong relationships with major AV integrators, collaborating with consultants, and engaging directly with large end customers across the AUNZ region. Key Responsibilities: Partner & Channel Management - 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. Business Development - 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. Sales Execution & Reporting - 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. Collaboration & Insights - 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 Required Qualifications - 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. Preferred Qualifications - Experience with Salesforce CRM is highly desirable. - Additional language skills are a plus in multicultural markets. Additional Information 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. Above all, you will be seen by NETGEAR's partners and their teams as their most trusted networking partner. Company Statement/Values: At NETGEAR, we are on a mission to unleash the full potential of connectivity with intelligent solutions that delight and protect. We turn ideas into innovative networking products that connect people, power businesses, and advance the way we live. We're a performance-driven, talented and connected team that's committed to delivering world-class products for our customers. As a company, we value our employees as the most essential building blocks of our success. And as teammates, we commit to taking our work to the Next Gear by living our values: we Dare to Transform the future, Connect and Delight our customers, Communicate Courageously with each other and collaborate to Win It Together. You’ll find our values woven through our processes, present in our decisions, and celebrated throughout our culture. We strive to attract top talent and create a great workplace where people feel engaged, inspired, challenged, proud and respected. If you are creative, forward-thinking, passionate about technology and are looking for a rewarding career to make an impact, then you've got what it takes to succeed at NETGEAR. Join our network and help us shape the future of connectivity. NETGEAR hires based on merit. All qualified applicants will receive equal consideration for employment. All your information will be kept confidential according to EEO guidelines.