Sales Manager - OEM Accounts

Who we are and what we do

Audinate leads the world in networked media with our 'Dante' technology which is used extensively in professional audio & video applications, including live events, broadcast, entertainment venues and communication systems.  

Dante replaces all audio and video connections with a computer network, effortlessly sending video or hundreds of channels of audio over slender Ethernet cables with perfect digital fidelity. Adopted by hundreds of manufacturers in thousands of products, Dante is the de facto standard for modern AV connectivity.

You’ll find us in the largest companies and institutions like the Sydney Opera House, NFL Media Headquarters, Microsoft, major universities and even a 900-year old cathedral featured in Harry Potter.

About the role

You'll drive business development for Audinate’s OEM solutions in EMEA, using your “hunter” skills to research, identify, contact, and successfully close sales in new and existing accounts. You will become knowledgeable in Dante networking technology, assess and understand customer requirements, and have the commercial acumen to convince senior managers and business owners to adopt Dante as their AV networking platform of choice.

You'll work with our existing sales, marketing, and support teams in EMEA as well our teams in the USA and Australia.

This role is essential for Audinate to capitalise on its unique technology and reinforce its position of market leadership.

Responsibilities

• Own, manage, and implement a sales strategy to build a pipeline of OEM opportunities to meet and exceed annual booking targets

• Cross-sell additional Dante products into existing OEM accounts

• Prospect and identify new opportunities to build and maintain a healthy pipeline

• Manage and maintain all business development activity in Salesforce

• Obtain regular forecasts from OEM customers and provide input into Audinate’s forecast process

• Help OEM customers get their products to market quickly

• Conduct regular product development and roadmap discussions with OEM partners (in person and/or by video conference)

• Develop and maintain in-depth expertise on Audinate's technology, products and their applications and use this knowledge to establish technical and market credibility with OEM customers

• Represent the product to customers and end-users at key industry events

• Be a conduit of market intelligence, trends and competitive information throughout the organization

What we're looking for

• A self-starter “hunter” mentality with the ability to reach out to new customers in new vertical markets and sell both new and existing solutions

• Excellent verbal and written communication skills, comfortable and credible presenting and closing at C-Level

• Skilled at cold calling prospective customers and presenting technical solutions and able to articulate business benefit and ROI

• A history of meeting and exceeding sales targets in an assigned territory

• Solid experience in a technical sales environment and, ideally, in professional audio, conferencing and/or professional AV-over-IP industry

• Ability to communicate and work with Sales Operations, Field Application Engineers, and Product Managers independently.

• A business development mindset: you must understand new markets, GTM strategies, demand generation, and marketing materials.

• Experience with Salesforce and proficient with Microsoft 365 suite

What you’ll experience with us

With us, your ambition extends as far as our reach. Working alongside experts and enthusiasts from different backgrounds, you’ll refine your skills as we define our products. We’ll experience and share a purpose we can see and hear as we pioneer the future of AV together.

In addition to a competitive salary, commission and equity incentive plan, you’ll experience our diverse, values-based culture and a range of benefits such as flexible working through to volunteering leave.