Job Description
We are excited to be looking for a Sales Manager based in Canberra to support our activities and growth in the region.
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About the role:
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This is an exciting opportunity to play a key role in driving growth and increasing VITEC's market presence across Federal Government, Defence, Emergency Services, Secure Agencies, Security and Industrial sectors. Based in Canberra, the Sales Manager - Federal Government will develop new business opportunities, strengthen existing customer and partner relationships, and position VITEC as a trusted provider of IPTV, IP Video and Digital Signage solutions.
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You will focus on building long-term commercial relationships, identifying and converting sales opportunities, and supporting VITEC's continued growth across Canberra, the wider federal market and ANZ. This role would suit a commercially driven sales qualified who enjoys developing trusted partnerships, opening new opportunities and representing innovative video technology solutions in complex, secure and high-value markets.
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What you'll do:
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Working to achieve your sales target, the key areas of responsibility are:
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Champion VITEC products and position VITEC as the IPTV, IP Video and Digital Signage solution of choice within target market sectors - Corporate, Finance, Education, Government, Defence, Hospitality, Healthcare, Venues & Stadiums
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Develop, manage and grow relationships with AV, IT and convergence-focused channel partners.
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Own the complete sales cycle, including prospecting, qualification, proposal development, negotiation and closing opportunities.
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Create and execute partner development plans that enable long-term success.
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Deliver partner sales enablement activities, including product demonstrations, sales training and technical workshops.
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Collaborate with Solutions Consultants to support solution design, customer presentations and proof-of-concept activities.
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Build strong relationships with end users, consultants, specifiers and industry influencers.
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Maintain accurate sales forecasts and pipeline reporting on a monthly, quarterly and annual basis.
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Monitor market trends, competitor activity and emerging opportunities to support business growth.
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About You:
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To be successful in the role we are looking for you to have the following skills, knowledge & experience:
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Essential
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Previous experience in a sales or business development role within the AV, IPTV, IP video, video streaming, or digital signage sector.
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Strong track record of achieving sales targets and contributing to revenue growth through new business development and account growth.
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Experience managing the full sales lifecycle, including prospecting, qualification, proposal development, negotiation and closing opportunities.
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Ability to build, manage and grow productive relationships with channel partners, customers, consultants, specifiers and key industry contacts.
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Good technical understanding of AV/IT convergence, IPTV, IP video, video streaming, digital signage and related enterprise technology solutions.
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Confident communicator with the ability to deliver customer presentations, partner training, product demonstrations and commercial proposals.
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Strong commercial awareness, with the ability to identify customer needs, qualify opportunities and convert them into successful business outcomes.
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Self-motivated, organised and able to work with minimal supervision, with strong pipeline management, forecasting and follow-through
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Desirable
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Existing relationships with AV and IT integrators, consultants, end users, specifiers or technology partners.
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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.
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Candidates from an IT/SMATV sales background with a strong understanding of AV/IT convergence and multi-media technologies may also be considered.
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Qualification/Other
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Essential
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Valid driving licence
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This role requires frequent travel in the region
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AV Industry certifications
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Desirable
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Bachelor's degree
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📌 Sales Manager - Federal Government (Canberra)
🏢 VITEC
📍 Canberra