Key Account Manager
This is a full-time role for a sales professional in the Melbourne area. The job requires meeting sales targets, identifying and pursuing new business opportunities, maintaining relationships with existing clients, understanding customer needs, and providing appropriate solutions.
About this Role:
* Identify, engage, and onboard partners aligned with our solution roadmap
* Develop account plans and growth strategies for key verticals
* Build and nurture relationships with key stakeholders across target accounts
* Drive sales of our solutions through consultative selling
* Collaborate with presales/FAE to deliver solution pitches, PoC engagements, and technical validation
* Track and manage opportunities via CRM, ensuring pipeline visibility and forecast accuracy
* Conduct partner onboarding, training, and certification programs
* Support partner-led campaigns, webinars, and roadshows with tailored sales content
* Coordinate with marketing to deliver localized solution briefs, battle cards, and pitch decks
* Provide market feedback on product fit, pricing, and competitive positioning
* Support/Present in industry events and vertical-specific forums to raise our visibility
Requirements:
* Deep understanding of B2B IT infrastructure sales, especially in storage, networking, and edge computing
* Familiarity with NAS/NVR architecture, virtualization, and GPU-enabled solutions
* Knowledge of ANZ channel ecosystem, including SI, MSP, and vertical solution partners
* Awareness of government/enterprise procurement frameworks and compliance standards
* Understanding of solution selling methodologies and sales funnel management
* Financial literacy for margin analysis, pricing models, and incentive structures
Skills:
* Strong account development and partner acquisition capabilities
* Excellent consultative selling and value-based communication skills
* Proficient in CRM and pipeline forecasting
* Capable of coordinating cross-functional teams (presales, marketing, logistics) to drive deals
* Skilled in preparing solution briefs, pitch decks, and competitive positioning materials
* Able to conduct partner training, onboarding, and campaign execution
* Effective in managing POS reporting and promotion compliance
* Proactive, self-driven, and results-oriented mindset
* Customer-centric with a strong sense of ownership and accountability
* Collaborative and communicative across internal and external stakeholders
* Adaptable to dynamic market conditions and evolving partner needs
* Strategic thinker with a hands-on execution style
* Committed to continuous learning and technical enablement
* Upholds brand integrity and promotes our value proposition with confidence
About Us:
We are the global leading storage system provider offering products for consumer, small/medium business, and enterprise market segments. We leverage hardware design and software engineering expertise to bring high-performance, reliable, scalable, and easy-to-use products to market.