Senior Partner Account Manager AV, Iberia

NETGEAR is undertaking a search for a seasoned Senior Partner Account Manager for the AV Commercial Channel Business with at least 10 years of experience in the networking industry in an equivalent position.

We are pursuing a major initiative to expand the sales of our industry-leading IP networking switching and wireless products in the AV world, from Commercial AV to Rental / live event / audio / broadcast and need the help of energized and experienced individuals to drive business growth with the key partners in the AV channel targeting key larger integrators, teaming up with consultants and working with large end customers.

This is an excellent opportunity for a highly motivated Sales professional with very strong knowledge of the AV Market in Iberia to further develop their career by becoming a key member of a dynamic and fast-paced EMEA sales team.

In this role, you will be responsible for proactively building and managing the Top Tiers commercial AV business partners.

You will be working closely but in autonomy with a strong local experienced sales counterpart covering the other part of the business (IT), the EMEA VIP, the EMEA DAM which scope includes Iberia, the WW PLM and engineering team to adjust our features to fit the local business needs, and the support of an EMEA-wide system engineers’ team.

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 a local business plan, and using our partner program to recruit strategic key partners.

You will be responsible for identifying, developing, training, and managing a strategic set of accounts (Integrators, distributors, consultants, end customers) and driving growth of our AV channel business in Iberia, 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.

Specific Responsibilities :

• Identify, recruit and develop new partner relationships to drive quarterly recurrent NETGEAR business with a focus on impactful face-to-face customer engagement and relationship. Require strong ability to travel with consistent numerous customer meetings every week.
• 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 plans, 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.
• Use customer and prospect contact activities, tools and systems, and update relevant information held in these systems.
• Monitor and report on activities and provide relevant management.
• Interface with other departments, both internally and externally, as needed to support customer accounts and resolve any issues that may arise.
• Develop and maintain relevant knowledge and skills.

Experience / Skills / Competencies :

• Proven sales and partner account management from the AV industry and understanding AV over IP and how switches and Aps fit into this market, with 10+ 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 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.
• Ability to talk track partners understanding their business model and how NETGEAR would fit and allow them for mutual business growth.
• 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.
• Weekly reporting and forecasting of your account perimeter to your manager by partners and project pipe.
• Help the team due to the extensive market knowledge to prioritize efficiently the strategic customers development each quarter participating in a local kick off and team aligned plan for execution.
• 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.
• Travel will be required to approx. 80% 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.
• Strong English language is a requirement to the role in addition to local language.