NETGEAR is undertaking a search for a seasoned Sales Manager IT Partner 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 individuals to drive business growth with our key partners.
This is an excellent opportunity for a highly motivated Sales professional to further 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 IT Partner and Project business in Germany and Austria region, in line with the company’s corporate goals of the NFB “NETGEAR for Business” Unit.
In this hybrid role you will be responsible for the effective management of a partner network in South Germany and Austria next to leading our IT sales team as member of the NETGEAR for Business Management team in the DACH region. Activities and responsibility associated with our Commercial business as outlined below. A deep understanding of channel dynamics, commercial project business 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 our award-winning Networking Solutions.

EXPERIENCE/ SKILLS / COMPETENCIES:

• Relevant experience in IT Solution Sales, preferably in networking and communication infrastructure or similar.
• Strong and reliable relationships to large system integrators IT resellers in Germany with proven track record.
• Excellent understanding of IT solution project management with partners and including engagement directly with commercial end customers
• Relevant recent experience in territory account management role in a company targeting professional IT Reseller is preferred.
• Minimum of 5 year’s successful track record in management of a small sales team
• Demonstrated success in partner development, enablement and strategic account planning.
• Self-motivator and goal-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.
• Strong leader who will lead by example and is able to coach his team on the job when needed to achieve goals
• Team player within the local organization and the entire global NETGEAR team.
• Dynamic and committed personality to develop relationship at different levels in channel partner organizations.
• Strong presentation-, 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
• You must understand the importance of Networking solutions for business deployments. Ideally you would bring a minimum of 8-15 years of experience in the professional IT Infrastructure industry in a similar role.
• The role is office based in Munich where the majority of the sales team is working in a hybrid model with a combination of office presence and work from home.
• Travel will be required to approx. 60% of the time for partner and end customer visits, 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.

DISCLAIMERS:

• This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job. But, this job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, functional requirements or responsibilities associated with the position.
• Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.
• NETGEAR is an equal opportunity employer and makes employment decisions on the basis of merit.

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 diverse 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 is an equal opportunity employer and makes employment decisions on the basis of merit. Company policy prohibits unlawful discrimination based on race, color, religious creed, sex, gender, gender identity, gender expression, marital status, registered domestic partner status, age, national origin or ancestry, physical or mental disability, medical condition including genetic characteristics, sexual orientation, military and veteran status, or any other consideration made unlawful by federal, state, or local laws. It also prohibits unlawful discrimination based on the perception that anyone has any of those characteristics or is associated with a person who has or is perceived as having any of those characteristics

• Partner Account Management for a set up 20-25 Key Accounts
• Management of the IT Sales Unit in charge of Germany and Austria with a combination of field sales, inside sales incl. team lead and presales engineer.
• Definition of strategies and tactics to grow the number of strategic partners for our IT infrastructure solutions in the SMB and Mid-Enterprise Market segment
• Identification and recruitment of new key partners out of the top 100 Integrators group in Germany
• Work professionally with partners, distributors, and other vendors on complex projects where we deliver the networking components as part of the overall solution
• Managing the partner project pipeline and engage directly with Corporate End Customers where needed to win opportunities
• Regular review and update of the internal forecast, partner recruitment and development plans, project pipeline and top opportunities
• 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 under the top 3 vendors per category
• Create proposals, negotiate agreements, and maintain a strong overall relationship with customer/new business.
• Plan and prioritize sales calls and customer contact towards maximizing sales and achieving agreed business objectives
• Develop strong business plans with existing and new partners to gain growth
• 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 develop and execute successful sales plays in your team.
• Deliver regular project and pipeline updates for the weekly Team reporting and forecasting
• Manage project business including product selection and pricing 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
• Establish good alignment and teamwork within the entire IT sales team and leverage experience and success stories with the broader EMEA team.
• 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 product and solution knowledge and sales skills