Hybrid Senior Territory Account Manager, Enterprise Sales

at NETGEAR

• Job title: Senior Territory Account Manager, Enterprise Sales
• Job type: Full Time
• Experience level: Senior
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Milan, Italy

About the role

• Territory Account Manager responsible for developing and managing accounts in the IT channel sector for NETGEAR. Role includes recruiting partners and contributing to business growth with a focus on Italy.

Responsibilities

• Actively manage your own portion of the business, with all key partners, proactively contributing to quarterly business growth.
• Identify, develop, and manage set of accounts and driving growth of the IT channel business, in line with the company’s corporate goals.
• Recruit and develop new partner relationships to drive NETGEAR business with a focus on face-to-face customer engagement and relationship.
• Account management of existing partners and identifying key partners (IT channel partners) driving share of business with all product categories.
• 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.
• 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.
• Work cross-functionally with Sales Engineering, Marketing, Product Management, Tech Support, and Operations to optimize sales outcomes.
• Provide all information relevant for NETGEAR to improve business (Competitive information, market trend, channel/technological hidden issues impacting performance).
• Deliver accurate weekly forecasts and performance reports. Maintain CRM and other systems with up-to-date partner and prospect data.
• 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 information.
• Develop and maintain relevant knowledge and skills.

Requirements

• 8+ years of Enterprise Sales (IT) experience.
• Relevant experience in IT sales, preferably in a channel sales role for a Networking vendor.
• Proven sales and business development experience, high performer, must be strong closer, a team player with the ability to win against competitors with superior resources.
• A creditable sales professional who can win respect from his customers, colleagues and partners.
• Demonstrated success in managing a sales channel with project pipeline including administration and reporting.
• Self-motivator and go-getter personality; hunter; tenacious, hungry, and extremely proactive.
• Dynamic and entrepreneurial personality to develop relationship at different levels in channel partner organizations.
• Strong presentation and analytical skills, interpersonal and business relationship building orientation.
• Understand channel partners economics and how partnership requirements change over time.
• Ability to develop CEO/Executive level relationships with key stakeholders.
• Fluent English language is a requirement for the role in addition to local language (Italian).

Benefits

• 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.