ProAV Partner Account Manager Innendienst Standort München

NETGEAR is undertaking a search for a seasoned  AV partner account manager.   We are pursuing a major initiative to expand the sales of our industry leading IP networking switching products and need the help of energised individuals to drive business growth with our key partners. 

This is an excellent opportunity for a highly motivated Sales professional to further develop their career by becoming a key member of a dynamic and fast paced sales team. You will be responsible for the expansion and development of our ProAV Partner business in the Germany & Austria region.

In this role you will be responsible for the effective management of our partner network as member of the ProAV sales team in Germany which includes Field Sales Account Managers and technical resources. Activities and responsibility associated with our ProAV business as outlined below. A deep understanding of channel dynamics and what is required to recruit new and develop existing partners to grow market share is critical to keep the NETGEAR brand and drive strategies for new high-end AV solutions. Relevant AV use cases are corporate communication and conferencing, UCC, digital signage, Events & Entertainment and Broadcast. 

Specific Responsibilities:

• Account management of existing partners and identifying new key partners (ProAV channel partners) driving share of business with all product categories.
• Teamwork with our AV Field Sales Account Manager to develop the assigned sales territory.
• Work professionally with partners, distributors and other alliance vendors on complex projects where we deliver the networking components as part of the overall solution
• Meet or exceed quarterly and annual quotas. Top and bottom line.
• Fully understand the competitive environment within assigned accounts and develop the appropriate plans to the be category leader
• Create proposals, negotiate agreements, and maintain a strong overall relationship with customer/new business.

• Plan and prioritise sales calls and customer contact towards maximising sales and achieving agreed business objectives

• Develop NETGEAR business with them. Recruit if needed, Build relationships with
• Coordinate with internal NETGEAR resources (SE – Marketing – Product management -Sales – Tech Support) to optimize sales result.
• Provide all information relevant for NETGEAR to improve business (Competitive information, market trend, channel/technological hidden issues impacting performance)
• Be responsible to run sales plays in your field from time to time, which may require you to find a specific type of channel partner (specialists) to accelerate the adoption of certain products within the NETGEAR portfolio.

• Deliver regular updates for the weekly ProAV Team reporting and forecasting
• Manage project business including product selection and pricing according to agreed aims
• 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
• Use customer and prospect contact activities, tools and systems, and update relevant information held in these systems
• Respond to and follow up sales enquiries by telephone and email
• 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

Experience/ Skills / Competencies:

• Relevant experience in ProAV sales, preferably in a channel sales role for a vendor, distributor or reseller/system integrator.
• Relevant recent experience in partner account management role in a company targeting professional AV integrators is preferred.
• Demonstrated success in managing partner business with project pipeline including administration and reporting
• Self-motivator and go-getter personality; hunter; tenacious, hungry, and 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 committed personality to develop relationship at different levels in channel partner organizations.
• Strong presentation-, interpersonal and business relationship building skills.  
• Good understanding of 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
• You must understand the importance of Networking to a pro-AV solution deployment. Ideally you would bring a minimum of 5 years of experience in the professional Audio-Visual industry in a similar role.
• The role is 90% office/home office based. Travel will be required to approx. 10% of the time for trade shows, partner events or other important meetings – 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.
• Your presence will be felt, and these partners and their personnel must view you as their most-trusted network equipment player as they take their pro-AV business forward