About the Role
We are looking for an entrepreneurial, new-business-focused Territory Account Manager based in Sydney, Australia responsible for driving and growing sales across a defined portfolio of Enterprise and Commercial accounts within the territory.
This role requires a highly motivated self-starter with strong sales leadership capability and a proven ability to consistently grow revenue quarter over quarter while building a sustainable pipeline for future growth. In addition to developing direct customer relationships, the successful candidate will build trusted partnerships with VARs, channel partners, and a broader ecosystem of technology and business partners across Sydney.
The ideal candidate will proactively identify and qualify major IT investment opportunities within target organisations and create strategic engagement plans that generate pipeline opportunities across the full portfolio of solutions. Success in this role requires strong commercial acumen, technical curiosity, and the ability to translate customer priorities into differentiated business outcomes.
Who You’ll Work With
You will work closely with:
- Regional Sales Leadership and Enterprise Sales teams
- Systems Engineering and Solution Architecture teams
- Marketing and Demand Generation teams
- Channel partners, VARs, distributors, and technology alliance partners
- Enterprise and Commercial customers across Sydney
- Executive stakeholders including CIOs, CTOs, IT Directors, and Infrastructure leaders
This is a highly collaborative role that requires strong cross-functional engagement internally and externally to deliver customer success and drive territory growth.
What You’ll Do
Territory & Business Development
- Develop and execute a territory plan to exceed sales targets and expand market presence across Sydney.
- Identify, qualify, and close new business opportunities within Enterprise and Commercial accounts.
- Build and maintain a strong sales pipeline with accurate forecasting and reporting.
Customer Engagement
- Utilise a consultative sales approach to understand customer business challenges relating to hybrid cloud, data centre transformation, networking modernisation, and legacy IT environments.
- Engage with key decision-makers and executive stakeholders to present compelling business and technical value propositions.
- Lead customer meetings, workshops, presentations, and strategic account discussions.
Solution Selling & Collaboration
- Partner closely with Systems Engineering teams to position and design best-in-class solutions that reduce total cost of ownership and deliver measurable business outcomes.
- Collaborate with internal stakeholders to execute account strategies and drive successful customer engagements.
Channel & Ecosystem Development
- Build and manage strategic relationships with channel partners, VARs, distributors, and technology alliance partners throughout the territory.
- Drive joint pipeline development and co-selling initiatives with partners.
- Develop and expand the broader technology ecosystem to increase market reach and opportunity creation.
Demand Generation & Market Presence
- Execute territory-based demand generation initiatives including customer events, executive briefings, lunch-and-learns, technology forums, and industry events.
- Collaborate with Marketing teams on campaigns, market awareness activities, and lead-generation programs.
- Represent the company at relevant industry conferences and networking events.
Industry & Market Knowledge
- Stay informed on industry trends, competitor activity, cloud networking technologies, virtualisation, SDN, and enterprise infrastructure developments.
- Clearly articulate competitive differentiation and strategic value to customers and partners.
