Description:
NETGEAR is seeking a seasoned and driven Sr. Territory Account Manager to join our growing Commercial AV Channel business. This role is central to our strategic initiative to expand sales of our industry-leading IP networking, switching, and wireless products across the AV landscape — spanning Commercial AV, rental, live events, audio, and broadcast sectors.
As a key member of our EMEA sales team, you will drive business growth by building strong relationships with major AV integrators, consultants, and large end customers across the Middle East and Africa region.
Key Responsibilities
- Build and manage a portfolio of top-tier Commercial AV partners and distributors, developing local business plans and leveraging our partner programme to recruit and grow strategic relationships.
- Identify, onboard, and develop channel partners - including integrators, distributors, consultants, and end customers - to drive regional AV business growth in line with corporate goals.
- Expand and optimise distribution channels by onboarding Value Added and sub-distributors across key verticals to develop the project pipeline.
- Drive share of wallet growth across all product categories with existing partners, with a focus on wireless access points and managed switches supported by our cloud solution.
- Create proposals, negotiate agreements, and maintain strong customer relationships to meet or exceed quarterly and annual targets.
- Plan and prioritise sales activity - including face-to-face meetings, trade shows, and partner engagements - to maximise revenue and achieve business objectives.
- Deliver regular product training to partners at all levels to ensure effective integration of NETGEAR AV switches and access points into their solutions.
- Collaborate with internal NETGEAR teams (Sales, SE, Marketing, Product Management, Tech Support, Ops, and EMEA peers) to optimise sales outcomes.
- Provide market intelligence including competitive insights, trends, and channel or technical issues impacting performance.
- Maintain accurate weekly reporting, forecasting, pricing, and margin management within your territory.
Required Qualifications
- Proven sales and partner account management experience within the AV industry, with a strong understanding of AV over IP and the role of switches and access points in this market.
- 8+ years of experience managing and growing top-tier accounts, including integrators and consultants, with demonstrated C-suite relationships and a track record of consistent overachievement.
- Strong existing relationships with Value Added Distributors, Systems Integrators, Consultants, and Resellers, with a proven track record of closing high-value AV sales campaigns.
- Ability to write and execute business plans at account and regional level, including annual growth targets, accurate forecasting, and short-, mid-, and long-term opportunity management.
- In-depth knowledge of the Commercial AV, rental/live events, and broadcast AV industry across the Middle East, Gulf, South Africa, North Africa, Israel, and Sub-Saharan Africa.
- Entrepreneurial and organised, with the ability to work autonomously while collaborating effectively with the wider team.
- Fluent in English and Arabic.