Job Description

Key Account Manager | Networking Solutions n

Teltonika Australia is hiring a Key Account Manager to run its distribution channel: one master distributor and four national distributors, together more than €10M (≈A$17M) a year. You own every account’s growth target end to end — sell-out growth, reseller activation, partner enablement and channel operations.

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And you will not be generating demand alone: two dedicated sales teams — 13 reps today, with more being hired — are being activated to drive growth through this channel. They create the pull. You make sure the channel converts it.

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This is the most senior channel seat in the region. Five relationships, real numbers, and a straight line to decisions.

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About Teltonika

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Teltonika is a Lithuanian-engineered IoT hardware group — industrial networking, connectivity and telematics devices sold in more than 150 markets worldwide. The Australian office has grown from a standing start to a team of 40+ across sales, engineering and operations, and is still hiring.

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Distribution is how we scale in this market: our distributor network puts the range within reach of resellers and integrators across Australia. This role is the person who makes that network perform.

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What You’ll Own

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- The number. Five distribution accounts, each with its own annual target. You are accountable for every account finishing at or above plan, each one individually, not the portfolio average.
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- The demand engine. Two sales teams, 13 reps and growing, sell into and through your channel. You keep reps and distributors pulling in the same direction: every opportunity mapped to an owner, stock where demand is landing, no channel conflict.
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- Growth beneath the surface. Recruit and activate resellers under our distributors and open new verticals. This year’s development work is next year’s revenue.
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- Partner enablement. Quarterly product training, joint tradeshows and vendor days, and a marketing plan agreed with each partner every quarter.
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- Channel operations.



Demand forecasting, stock health including levels, turns, availability of critical SKUs, and a monthly sell-out reporting rhythm that never slips.
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- Commercial hygiene. Payments collected within terms and indirect sales mapped to the right owner.
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- Market intelligence. You will know this channel better than anyone in the region; the CEO and HQ act on what you see.
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What success looks like in year one

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- All five accounts at or above their annual targets, every account, not the average
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- Forecasts landing inside ±10% and a monthly reporting rhythm that never slips
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- A measurably larger base of active resellers buying through our distributors
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- First revenue in at least one new vertical
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What You Bring

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Required

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- 5+ years managing distributor or channel accounts for technical hardware: networking, IoT, telematics, electronics or industrial equipment
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- A record of hitting distribution or channel sales targets you can walk us through account by account
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- Working fluency in distributor economics: sell-in vs sell-out, stock turns, forecast accuracy
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- A solid sense of ownership and resilience, you can point to a target you carried through a rough patch, and how you turned it around
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- Based in Sydney (or relocating), with regular interstate travel
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- Full working rights in Australia
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Highly regarded

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- Existing relationships across Australian tech or IoT distribution
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- Experience recruiting and onboarding resellers under a distributor
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- Experience with partner training, quarterly business reviews or joint marketing programs
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You’ll thrive here if you like being measured, the scorecard is transparent and pay follows it exactly, and you’d rather grow five deep relationships than chase two hundred shallow ones.

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The package

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- Uncapped commission on your accounts’ revenue, paid quarterly, a formula simple enough to calculate yourself
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- Quarterly excellence bonus on top
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- Direct access to the CEO, and the autonomy to run the channel like your own business
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📌 Key Account Manager | Networking Solutions (Sydney)
🏢 Teltonika
📍 Sydney