The Opportunity
Join a fast-growing national organisation at LEADER. We are 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. It is an opportunity designed for a true hunter — someone driven by success, energised by new conversations, and motivated by uncovering new opportunities.
In this role, you will play a key part in aggressively growing Ubiquiti’s footprint across Enterprise Networking, Surveillance, and Access Control through strategic channel partner recruitment, activation, and development.
What you’ll bring:
You are a driven and commercially minded sales professional with a true hunter mentality — someone who thrives on generating new leads, building strong pipelines, and creating momentum through proactive business development.
Highly organised and energised by challenges, you can confidently manage multiple active partner opportunities simultaneously while maintaining a strong focus on results. You are a compelling communicator, comfortable engaging with customers both over the phone and in person, with the ability to clearly articulate value and build strong relationships.
Deeply competitive and motivated to succeed, you continuously build your understanding of the market, competitors, and how to position winning solutions. You are self-driven, autonomous, and consistently deliver outcomes in fast-paced environments.
In addition, you bring strong communication, presentation, analytical, and problem-solving skills, with the ability to simplify technical concepts into clear and practical solutions. You also have demonstrated experience acquiring new customers through networking, calls, meetings, and industry events, along with a solid understanding of the IT industry and channel landscape.
Key Responsibilities:
Partner Acquisition & Pipeline Growth
- Recruit a minimum of 30 new active reseller/integrator partners per month across target verticals.
- Conduct 30–50 outbound calls per day to prospect, qualify, and convert new channel partners.
- Maintain a dynamic, well-managed pipeline of prospects at all times, always knowing your next 10 conversations.
- Identify and target system integrators, IT resellers, and AV/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 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 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.
Preferred Experience:
- Proven B2B sales experience, with a track record of exceeding new business targets.
- Experience in one or more of the following: enterprise networking, wireless, security & firewalls, IP surveillance, or access control.
- Familiarity with leading brands in the ecosystem, including:
- Networking & wireless: Ubiquiti, Cisco, Aruba, HPE, Ruckus.
- Security & firewalls: Fortinet, Palo Alto, SonicWall, WatchGuard.
- Surveillance: Hikvision, Dahua, Axis, Bosch, Milestone, Genetec.
- Access control: Salto, 2N, Suprema, HID, Gallagher, ICT.
- Experience working with distributors, MSPs, or IT resellers.
- Ideal background: electrical wholesaler.
Benefits:
- Competitive base salary with commission potential
- Clear career progression opportunities within a fast-growing national business
- Ongoing training, professional development, and leadership pathways to support your long-term success
- The opportunity to work with industry-leading vendors and cutting-edge enterprise technologies
- Exposure to innovative networking and security solutions across Enterprise Networking, Surveillance, and Access Control
- Opportunities to attend industry events, conferences, and partner engagements
- A dynamic and growth-focused environment where high performance is recognised and rewarded
