Role Overview
Job title: Sr. Territory Account Manager – Enterprise AV
Region: Middle East, Africa & United Arab Emirates (UAE)
Location: Remote - Dubai (UAE)
Reports to: EMEA Sr. Director Enterprise Sales
NETGEAR is seeking a seasoned and driven Sr. Territory Account Manager to join our expanding Commercial AV Channel Business. 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 EMEA 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.
Key Responsibilities
Responsible for pro-actively building and managing the Top Tiers commercial AV business partners and distributors. You will be actively contributing to quarterly business growth by building a strong AV business locally based on partner engagement and management focusing on solution selling, building local business plan and using our partner program to recruit strategic key partners.
Responsible for identifying, developing, training, and managing strategic set of channel accounts (Integrators, distributors, consultants, end customers) and driving growth of our AV channel business in your region, in line with the company’s corporate goals, while collaborating with the rest of the team on their own perimeter, aligning on precise goals and strategies to execute and deliver strong impact on the regional performance all together.
Identify, recruit and develop new partners relationships to drive quarterly recurrent NETGEAR business with a focus on impactful face-to-face customer engagement and relationship.
Review and expand/optimize with the rest of the team the distribution channels onboarding Value added distributor/sub distributor in key verticals to develop the project business pipe.
Account management of existing partners and identifying key partners (AV channel partners) driving share of wallet gain with all product categories.
Find specific channel partners (specialists) to accelerate the adoption of certain products within the NETGEAR portfolio, particularly Wireless Access points and Managed switches supported by our cloud solution.
Maintain and develop existing and new partners through appropriate propositions and ethical sales methods, and meaningful internal liaison to optimize quality of service, business growth, and customer satisfaction. Respond to and follow up sales enquiries by telephone, email and personal meeting.
Meet or exceed quarterly and annual top and bottom line.
Fully understand the competitive environment within assigned accounts and develop the appropriate plans to be the category leader.
Create proposals, business plan, negotiate agreements, and maintain a strong overall relationship with customer/new business.
Plan and prioritize meetings, sales calls and customer contact towards maximizing sales and achieving agreed business objectives.
Coordinate with internal NETGEAR resources (SE – Marketing – Product management -Sales –Tech Support – Ops – EMEA peers) to optimize sales results.
Provide all information relevant for NETGEAR to improve business (Competitive information, market trend, channel/technological hidden issues impacting performance)
Weekly reporting and forecasting on your own perimeter.
Manage product, pricing and margins according to agreed aims.
Use customer and prospect contact activities, tools and systems, and update relevant information held in these systems.
Required Qualifications
Proven sales and partner account management from the AV industry and understanding AV over IP and how switches and Aps fit into this market.
8+ years experience of managing and growing top tiers account including integrators and consultants to deliver high performance results. Extensive address book related to this perimeter with CEO/CTO level relationship and track of record of successful business growth. Clear mindset of a high performing sales driving to consistently overachieve goals.
Able to leverage strong relationships with Value Added and Broadline Distributors, Systems Integrators, Consultants and Resellers. Proven track record of leading and closing high value sales campaigns in AV Industry.
Able to write and effectively execute business plan by account and from a region standpoint with annual growth targets with key accounts, accurate forecasting, quota attainment, actively engaging in short-term, mid-term, and long-term opportunities with the team and partners.
Proven ability to execute locally reflecting the different type of markets (Middle East/Gulf, South Africa, North Africa, Israel, Sub-Saharan Africa) based on a global strategy.
High performer, high potential, must be a strong closer, a team player with the ability to win against competitors with superior resources.
A creditable sales professional who can win respect from their customers, colleagues and partners.
A deep understanding of channel dynamics and what is required to grow market share is critical to keep the NETGEAR brand and drive strategies for new high end switching and wireless products.
Knowledge of the local Commercial AV, Rental/live event and Broadcast AV industry with relevant contacts.
An organized, focused but entrepreneurial approach is critical, as you will work autonomously and independently on your own business perimeter and with your team colleagues.
Ability to deliver training to all partners level of organization on a regular basis as training them on our AV switches and Aps line is key for them to be able to incorporate it easily in the solution they distribute/install.
Fluent English and Arabic essential.
Preferred Qualifications
Experience in Salesforce is highly desirable.
French fluency is highly desirable.
Additional Information
Travel will be required to approx. 70% of the time – from joint calls to integrators and end-customers with the partners, to generating awareness/preference/leads at trade shows, to working the corridors of influence at the partner’s offices to drive integration of NETGEAR products as part of the channel partner’s solution offering.
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.
