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 (ANZ). 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 ANZ 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 ANZ AV channel business.
Maintain and expand distribution channels, onboarding value-added distributors and sub distributors in key ANZ 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 ANZ 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 ANZ 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 ANZ 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 ANZ AV switches and access points line.
Provide competitive intelligence, market trends, and channel or technology insights relevant to the ANZ 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 ANZ region, with a demonstrated track record of high-performance results.
Extensive address book of ANZ 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 ANZ 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
Salesforce CRM experience.
Additional language skills suited to ANZ's multicultural markets.
Additional Information
This role requires approximately 50% travel across ANZ - including joint calls with partners and end customers, key trade shows (Integrate Expo, InfoComm Australia), and regular presence across major cities.
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.
