Sr. Territory Account Manager, Enterprise Sales - Italy

Role Overview

Job Title: Sr. Territory Account Manager, Enterprise Sales - Italy

Region: Italy

Location: Italy - Remote

NETGEAR is undertaking a search for an experienced Account Manager/ Business Developer for the IT Channel business in Italy. NETGEAR is seeking a seasoned Territory Account Manager to join our dynamic EMEA Enterprise Sales team.

This is a pivotal role in our strategic initiative to expand sales of our industry-leading IP networking switching and wireless products. We’re looking for a high-performing sales professional with deep knowledge of the IT market in Germany. If you thrive in a fast-paced environment, have a strong network of IT channel partners, and are passionate about driving growth through solution-based selling, we want to hear from you.

In this role you will be responsible for actively managing your own portion of the business, with all the key partners, proactively 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 line with the company’s corporate goals.

Key Responsibilities

• 8+ years of Enterprise Sales (IT) experience.

• 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.

Required Qualifications

• 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).

Preferred Qualifications

• Experience with Salesforce is highly desirable

Additional information

• 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.

Company Statement/Values:  

At NETGEAR, we are on a mission to unleash the full potential of connectivity with intelligent