Job Description

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.

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.

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

About Teltonika

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.

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.

What You'll Own

• 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.
• 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.
• 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.
• Partner enablement. Quarterly product training, joint tradeshows and vendor days, and a marketing plan agreed with each partner every quarter.
• Channel operations. Demand forecasting, stock health including levels, turns, availability of critical SKUs, and a monthly sell-out reporting rhythm that never slips.
• Commercial hygiene. Payments collected within terms and indirect sales mapped to the right owner.
• Market intelligence. You will know this channel better than anyone in the region; the CEO and HQ act on what you see.

What success looks like in year one

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

What You Bring

Required

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

Highly regarded

• Existing relationships across Australian tech or IoT distribution
• Experience recruiting and onboarding resellers under a distributor
• Experience with partner training, quarterly business reviews or joint marketing programs

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.

The package

• Uncapped commission on your accounts’ revenue, paid quarterly, a formula simple enough to calculate yourself
• Quarterly excellence bonus on top
• Direct access to the CEO, and the autonomy to run the channel like your own business