Role Overview
NETGEAR is seeking a seasoned Territory Account Manager to join our dynamic EMEA Enterprise Sales Business.
We are pursuing a major initiative to expand the sales of our industry leading IP networking switching and wireless products and need the help of energized and experienced individuals to drive business growth with our key partners in the IT channel targeting mid class enterprise project solution selling.
This is an excellent opportunity for a highly motivated Sales professional with very strong knowledge of the IT Market in Netherlands, Belgium and Luxembourg, 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 managing the Top Tiers commercial business partners working with a team of strong experienced sales, local system engineer, and actively managing your own portion of the business, with all the key partners, Pro actively contributing to quarterly business growth.
You will be responsible for identifying, developing, and managing set of accounts and driving growth of our IT channel business in Benelux, in line with the company’s corporate goals, while collaborating with the rest of the team on their own perimeter and portfolio of account aligning on precise goals and strategies to execute and deliver strong impact on the regional performance all together.
Key Responsibilities:
Recruit and develop new partner relationships to drive NETGEAR business with a focus on face-to-face customer engagement and relationship. Require strong ability to travel with consistent numerous customer meeting every week.
Review and expand with the rest of the team the distribution channels onboarding Value added distributor in key verticals to develop the project business pipe.
Account management of existing partners and identifying key partners (IT channel partners) driving share of business 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 switches supported by our cloud solution, including MSPs
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.
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.
Monitor and report on activities and provide relevant management information
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.
Required Qualifications:
Fluent English and Dutch is essential.
Proven sales and partner account management with 5+ years’ experience of managing and growing top tiers account 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 and Resellers. Proven track record of leading and closing high value sales campaigns in IT networking.
Able to write, and effectively execute business plan 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.
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.
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.
Relevant experience in IT sales, experience has to be in a Partner/Channel Account manager role for a Networking vendor managing matching top accounts.
Relevant recent experience in a Partner Account Management role in a company targeting professional IT partner is a requirement.
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
Ready to work for a challenger in a challenging market: tenacity, agility, recognition will come over time and initial failure should not be a stopper.
Dynamic and entrepreneurial personality to develop relationship at different levels in channel partner organizations.
Strong presentation, analytical, interpersonal and business relationship building skills.
Understand the economics of channel partnering and how partnership requirements change over time
Understand how vendors and partners work together to achieve customer satisfaction and competitiveness
Ability to develop CEO/Executive level relationships with key stakeholders.
Preferred Qualifications:
Fluent French language is highly desirable.
Additional Requirements:
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.
NETGEAR partners and their personnel must view you as their most-trusted network equipment partner.
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.
