Sales Manager - VIC
Are you a high-performing sales professional with a passion for technology? If you thrive on winning new business, developing trusted partnerships and exceeding targets, this could be the next role for you.
VITEC are looking for an experienced, driven and commercially focused Sales Manager to develop and grow our sales pipeline within Australia. This is an exciting opportunity to join a global leader in IPTV, Digital Signage and video streaming solutions, helping organisations transform how they communicate, engage and share information.
This is a home based role in Melbourne with travel throughout the country. Candidates should be located within reasonable commuting distance of Central Melbourne to support customer, partner and business meetings.
About the role:
The purpose of this role is to drive sales growth across assigned market verticals and partner accounts by building strong commercial relationships, identifying and converting new business opportunities, and positioning VITEC as the solution of choice for IPTV, IP Video and Digital Signage. The Sales Manager will manage the full sales lifecycle, support partners through training and solution engagement, develop strategic relationships with consultants, end users and technology partners, and provide accurate sales forecasting to support regional business growth.
What you’ll do:
Build and maintain strong, professional relationships with key contacts within assigned accounts, using these relationships to identify customer needs, qualify new opportunities and convert them into successful commercial outcomes.
Working to achieve your sales target, the key areas of responsibility are:
Drive revenue growth and achieve agreed sales targets across target market sectors – Corporate, Finance, Education, Government, Defence, Hospitality, Healthcare, Venues & Stadiums.
Champion VITEC's IPTV and Digital Signage portfolio and strengthen our market position.
Develop, manage and grow relationships with AV, IT and convergence-focused channel partners.
Own the complete sales cycle, including prospecting, qualification, proposal development, negotiation and closing opportunities.
Create and execute partner development plans that enable long-term success.
Deliver partner sales enablement activities, including product demonstrations, sales training and technical workshops.
Collaborate with Solutions Consultants to support solution design, customer presentations and proof-of-concept activities.
Build strong relationships with end users, consultants, specifiers and industry influencers.
Maintain accurate sales forecasts and pipeline reporting on a monthly, quarterly and annual basis.
Monitor market trends, competitor activity and emerging opportunities to support business growth.
About You:
To be successful in the role we are looking for you to have the following skills, knowledge & experience:
Previous experience in a sales or business development role within the AV, IPTV, IP video, video streaming, or digital signage sector.
Strong track record of achieving sales targets and contributing to revenue growth through new business development and account growth.
Experience managing the full sales lifecycle, including prospecting, qualification, proposal development, negotiation and closing opportunities.
Ability to build, manage and grow productive relationships with channel partners, customers, consultants, specifiers and key industry contacts.
Good technical understanding of AV/IT convergence, IPTV, IP video, video streaming, digital signage and related enterprise technology solutions.
Confident communicator with the ability to deliver customer presentations, partner training, product demonstrations and commercial proposals.
Strong commercial awareness, with the ability to identify customer needs, qualify opportunities and convert them into successful business outcomes.
Self-motivated, organised and able to work with minimal supervision, with strong pipeline management, forecasting and follow-through
Existing relationships with AV and IT integrators, consultants, end users, specifiers or technology partners.
Experience developing partner plans, delivering sales enablement activity or supporting proof-of-concept engagements.
Experience working for an IP/AV technology vendor selling to partners or as an integrator selling and engaging with End Users and Consultants..
Candidates from an IT/SMATV sales background with a strong understanding of AV/IT convergence and multi-media technologies may also be considered.
Qualification/Other
Valid driving licence
AV Industry certifications
This role requires frequent travel in the region
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