Sr. Territory Account Manager, Enterprise AV - MEA

Sr. Territory Account Manager, Enterprise AV – MEA

Dubai, AE

Job title:

Territory Account Manager – Enterprise AV
Region:
Middle East, Africa & United Arab Emirates (UAE)

Location:

Dubai (UAE)

Reports to:

EMEA Sr. Director Enterprise Sales

NETGEAR is seeking a seasoned and driven Territory Account Manager to join our expanding Commercial AV Channel Business. This role is central to our strategic initiative to grow sales of our industry‑leading IP networking switching and wireless products across the AV landscape—from Commercial AV to rental, live events, audio, and broadcast sectors.

As a key member of our dynamic and fast‑paced EMEA sales team, you will be instrumental in driving business growth by building strong relationships with major AV integrators, collaborating with consultants, and engaging directly with large end customers.

• Responsible for pro‑actively building and managing the Top Tiers commercial AV business partners and distributors.
• 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 local business plan and using our partner program to recruit strategic key partners.
• Responsible for identifying, developing, training, and managing strategic set of channel accounts (Integrators, distributors, consultants, end customers) and driving growth of our AV channel business in your region, 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.
• Identify, recruit and develop new partners relationships to drive quarterly recurrent NETGEAR business with a focus on impactful face‑to‑face customer engagement and relationship.
• 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 optimise 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 plan, negotiate agreements, and maintain a strong overall relationship with customer / new business.
• Plan and prioritise 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 optimise 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.

• Proven sales and partner account management from the AV industry and understanding AV over IP and how switches and Aps fit into this market.
• 8+ 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…