Sales Executive, Surveillance & Networking

Leader SA; Sydney; Hybrid; AUD 100,000 - 150,000; Full time

Job summary

Leader is recruiting for a high-impact B2B sales role focused on growing Ubiquiti’s footprint across enterprise networking, surveillance and access control through channel recruitment and development. You will hunt for new partners and expand existing enterprise accounts, with a strategic focus on proactive outreach and partner enablement.

The role emphasizes outbound prospecting, territory plans and close collaboration with marketing, product and support teams to deliver value to partners and

Qualifications

• Proven B2B sales experience with targets.
• Experience in enterprise networking, wireless, security and access control.
• Familiarity with leading brands across enterprise networking and wireless.
• Experience with distributors, MSPs or IT resellers.
• Electrical wholesaling background is ideal.
• Strong networking and event-based customer acquisition.

Responsibilities

• Recruit a minimum of 30 new active reseller and integrator partners a month across target verticals.
• Conduct 30–50 outbound calls a day to prospect, qualify and convert new channel partners.
• Maintain a dynamic, well-managed pipeline of prospects at all times.
• Identify and target system integrators, IT resellers and AV/security installers.
• Develop and execute territory attack plans focused on enterprise networking, surveillance and access control.
• Rigorously track all prospecting activity, touchpoints and conversion rates.
• Drive greater wallet share within new partners by addressing barriers to move to the brand.
• Collaborate with local sales team and branch managers to drive growth.
• Conduct business reviews with new partners to identify displacement and co-sell opportunities.
• Position full-stack and campus solutions as the brand of choice.
• Identify competitive positioning and develop displacement strategies.
• Collaborate with technical pre-sales teams to deliver solution-led value propositions.

Skills

B2B sales experience

Enterprise networking

Security and IP surveillance

Distributors / MSPs / IT resellers

Job description

Leader is an Australian-owned business where decisions are made locally and efficiently, backed by a strong understanding of the Australian channel. This is a high-impact sales role focused on both winning new business and expanding existing enterprise accounts, and it is designed for a true hunter — someone driven by success, energised by new conversations and motivated by uncovering new opportunities. You would play a key part in growing Ubiquiti’s footprint across enterprise networking, surveillance and access control, through strategic channel partner recruitment, activation and development.

What you’d be doing

• Recruit a minimum of 30 new active reseller and integrator partners a month across target verticals.
• Conduct 30–50 outbound calls a day to prospect, qualify and convert new channel partners.
• Maintain a dynamic, well-managed pipeline of prospects at all times, always knowing your next ten conversations.
• Identify and target system integrators, IT resellers and AV or security installers who are not yet transacting.
• Develop and execute territory attack plans focused on enterprise networking, surveillance and access control.
• Rigorously track all prospecting activity, touchpoints and conversion rates.

In-house market share growth

• Drive greater wallet share within new partners by identifying the barriers preventing them from moving to Ubiquiti if they currently sell competing brands.
• Work closely with the local sales team and branch managers to drive significant growth.
• Conduct business reviews with new partners to identify displacement and co-sell opportunities.
• Position Ubiquiti full-stack and campus solutions as the brand of choice.
• Identify the competitive positioning and key strengths of competing brands, and develop targeted displacement strategies.
• Collaborate with technical pre-sales teams to deliver solution-led value propositions that win business.

Relationship & territory management

• Become the trusted point of contact for partners by handling requests quickly, driving action and making the process easy for the partner.
• Maintain a structured cadence of calls, meetings and site visits with top-tier and high-potential partners.
• Represent Ubiquiti at industry events, expos and partner days.
• Escalate partner issues promptly and take ownership of resolutions, so partners always feel supported and heard.
• Collaborate cross-functionally with marketing, technical support and product teams.

Experience

• Proven B2B sales experience, with a track record of exceeding new-business targets.
• Experience in one or more of enterprise networking, wireless, security and firewalls, IP surveillance or access control.
• Familiarity with the leading brands across enterprise networking and wireless, security and firewalls, IP surveillance, and access control.
• Experience working with distributors, MSPs or IT resellers.
• An electrical wholesaling background is an ideal fit.
• Demonstrated experience acquiring new customers through networking, calls, meetings and industry events, with a solid understanding of the IT industry and the channel.

How you work

• A hunter mentality — you thrive on generating new leads, building strong pipelines and creating momentum through proactive business development.
• Highly organised, able to manage several active partner opportunities at once while keeping a strong focus on results.
• A compelling communicator, comfortable engaging with customers over the phone and in person, able to articulate value clearly and build strong relationships.
• Competitive and self-driven, continuously building your understanding of the market, the competitors and how to position a winning solution.
• Strong communication, presentation, analytical and problem-solving skills, with the ability to simplify technical concepts into clear, practical solutions.