Sr. Territory Account Manager, Enterprise Sales

Job description

NETGEAR is looking for an experienced Senior Territory Account Manager to join our Commercial/Enterprise Channel business in Australia. As we expand sales of our industry-leading IP networking, switching, and wireless products, this is an excellent opportunity for a highly motivated sales professional to own a defined book of business, drive quarterly growth, and advance their career as part of a dynamic, fast-paced team. You will identify, develop, and manage a portfolio of partner accounts to grow our IT channel and Commercial business across Australia, in line with NETGEAR's corporate goals - while helping guide teammates toward clear goals and strategies that lift overall regional performance. Key Responsibilities Partner & Channel Development - Recruit, develop, and maintain relationships with new and existing partners, with a focus on face-to-face engagement, ethical sales practices, and propositions that drive growth and customer satisfaction. - Expand distribution channels by onboarding value-added distributors in key verticals to build a healthy project pipeline. - Identify specialist partners who can accelerate adoption of key NETGEAR products, particularly wireless access points and switches supported by our cloud solution. Account Management & Revenue Growth - Manage existing partner accounts and identify key IT channel partners to grow share of business across all product categories. - Meet or exceed quarterly and annual revenue and margin targets. - Develop a thorough understanding of the competitive landscape within assigned accounts and build plans to establish category leadership. - Create proposals and business plans, negotiate agreements, and manage pricing and margins in line with agreed terms. - Plan and prioritise sales activity - meetings, calls, and customer contact to maximise pipeline coverage, following up on enquiries promptly. Reporting & Market Insight - Provide regular forecasting and reporting for your portfolio, including competitive intelligence, market trends, and channel or technology developments affecting performance. - Maintain accurate and up-to-date records in CRM to monitor and report on activity. Cross-Functional Collaboration - Work closely with internal NETGEAR teams including Sales Engineering, Marketing, Product Management, Technical Support, and Operations to optimise results and resolve customer issues efficiently. Key Requirements - 8+ years of experience in IT sales, ideally in a channel or partner engagement role with a networking vendor. - Proven track record in sales and business development, with strong closing skills and the ability to compete against well-resourced competitors. - Demonstrated success managing a channel or partner pipeline, including forecasting and reporting. - Self-motivated, tenacious, and resilient, with the ability to navigate a challenging market independently. - Strong presentation, analytical, and relationship-building skills. - Willingness to travel approximately 70% of the time for partner visits, customer calls, and trade shows. Preferred Requirements - Entrepreneurial mindset with the ability to build relationships at multiple levels within partner organisations, up to CEO/Executive level. - Solid understanding of channel partner economics and how vendor-partner collaboration drives mutual success. - Experience with Salesforce CRM. - Additional language skills an advantage in multicultural markets. 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.