Sr. Territory Account Manager, Enterprise AV
RemoteAustralia
Job Summary
Build and manage top-tier commercial AV business partners and distributors across Australia and New Zealand by recruiting, developing, and training strategic channel accounts including integrators, consultants, and end customers. Drive account management to grow share of wallet while identifying new partner relationships to generate quarterly recurring business and accelerate adoption of wireless access points and managed switches. Meet or exceed quarterly and annual top and bottom-line targets by planning sales calls, creating proposals, negotiating agreements, and providing weekly forecasting. Coordinate with internal resources to deliver partner training and provide competitive intelligence on market trends. Travel 50% of the time for joint calls, trade shows, and partner office visits in major AUNZ cities.
Required Qualifications
- Proven sales and partner account management experience from the AV industry
- 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
- Demonstrated track record of high-performance results
- Extensive address book of AUNZ AV industry contacts with CEO/CTO-level relationships
- 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
- Annual growth targets
- Accurate forecasting
- Quota attainment
- Knowledge of the local AUNZ Commercial AV, Rental/Live Event, and Broadcast AV industry
- Relevant contacts in both Australia and New Zealand
- High performer with a strong closer mindset
- Ability to win against well-resourced competitors
- Deep understanding of channel dynamics
- What is required to grow market share in the AUNZ context
- Organised
- Focused
- Entrepreneurial
- Able to work autonomously and independently
- Collaborating effectively with the broader APAC team
- Travel will be required for approximately 50% of the time
- Attending key AUNZ trade shows
- Working across partner offices in major cities including Sydney, Melbourne, Brisbane, Perth, Adelaide, Auckland, and Wellington
Desired Qualifications
- Experience with Salesforce CRM
- Additional language skills
Hiring someone like this?
Get your role in front of qualified candidates on Sorce.