Sales Manager - Federal Government

VITEC; Canberra; On-site; AUD 90,000 - 130,000; Full time

Job summary

VITEC in Canberra is seeking a Sales Manager - Federal Government to drive growth across Canberra and the wider federal market, including Defence, Emergency Services and Secure Agencies. Based in Canberra, you will develop new opportunities, strengthen relationships, and position VITEC as a trusted provider of IPTV, IP Video and Digital Signage solutions.

You will own full sales cycles, manage channel partners, deliver demonstrations and training, forecast pipelines and report on progress.

Qualifications

• Experience in AV/IPTV/video signage sales.
• Proven track record meeting sales targets.
• Experience with full sales lifecycle from prospecting to closing.
• Strong relationships with partners and customers.
• Technical understanding of AV/IT convergence and enterprise tech.
• Excellent communication and presentation skills.
• Self-motivated with strong pipeline management.
• Willingness to travel frequently.

Responsibilities

• Own the complete sales cycle from prospecting to closing.
• Develop and manage channel partner relationships.
• Maintain accurate forecasts and pipeline reporting.
• Monitor market trends and opportunities.
• Deliver product demonstrations and trainings.

Skills

Sales experience

Channel partners

Full sales lifecycle

Forecasting

Commercial awareness

Presentation skills

Education

Bachelor's degree

Tools

AV industry certifications

Job description

We are excited to be looking for a Sales Manager based in Canberra to support our activities and growth in the region.

About the role:

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.

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 professional who enjoys developing trusted partnerships, opening new opportunities and representing innovative video technology solutions in complex, secure and high-value markets.

What you'll do:

• Working to achieve your sales target, the key areas of responsibility are:
• 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
• Develop, manage and grow relationships with AV, IT and convergence-focused channel partners.
• Own the complete sales cycle, including prospecting, qualification, proposal development, negotiation and closing opportunities.
• Create and execute partner development plans that enable long-term success.
• Deliver partner sales enablement activities, including product demonstrations, sales training and technical workshops.
• Collaborate with Solutions Consultants to support solution design, customer presentations and proof-of-concept activities.
• Build strong relationships with end users, consultants, specifiers and industry influencers.
• Maintain accurate sales forecasts and pipeline reporting on a monthly, quarterly and annual basis.
• Monitor market trends, competitor activity and emerging opportunities to support business growth.

About You:

To be successful in the role we are looking for you to have the following skills, knowledge & experience:

Essential

• Previous experience in a sales or business development role within the AV, IPTV, IP video, video streaming, or digital signage sector.
• Strong track record of achieving sales targets and contributing to revenue growth through new business development and account growth.
• Experience managing the full sales lifecycle, including prospecting, qualification, proposal development, negotiation and closing opportunities.
• Ability to build, manage and grow productive relationships with channel partners, customers, consultants, specifiers and key industry contacts.
• Good technical understanding of AV/IT convergence, IPTV, IP video, video streaming, digital signage and related enterprise technology solutions.
• Confident communicator with the ability to deliver customer presentations, partner training, product demonstrations and commercial proposals.
• Strong commercial awareness, with the ability to identify customer needs, qualify opportunities and convert them into successful business outcomes.
• Self-motivated, organised and able to work with minimal supervision, with strong pipeline management, forecasting and follow-through

Desirable

• Existing relationships with AV and IT integrators, consultants, end users, specifiers or technology partners.
• 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.

Candidates from an IT/SMATV sales background with a strong understanding of AV/IT convergence and multi-media technologies may also be considered.

Qualification/Other

Essential

• Valid driving licence
• This role requires frequent travel in the region
• AV Industry certifications

Desirable

• Bachelor's degree