Channel Sales Executive | Networking, Surveillance & Access Control

LEADER | Salisbury, Brisbane QLD | Full Time - Onsite

Purpose of the Role

This is a role built for a true hunter. Someone who wakes up thinking about growth, new partnerships, new conversations and new opportunities.

You will drive Ubiquiti's growth across Enterprise Networking, WiFi, Surveillance and Access Control through aggressive partner recruitment, activation and development.

This role combines traditional IT channel development with expansion into adjacent markets including Electrical Contractors, Security Installers, Access Control Specialists, AV Integrators, Structured Cabling Companies and System Integrators.

The opportunity is significant.

Many partners already sell surveillance, access control, electrical infrastructure, AV solutions or cabling but have not yet adopted UniFi Networking and WiFi. Others already sell networking but have not expanded into UniFi Protect and UniFi Access.

Your job is to recruit, onboard, educate and activate both traditional IT partners and trade-based installers, helping them grow profitable new revenue streams while increasing adoption of the UniFi ecosystem.

Leader is proudly Australian-owned with a national presence across five states and is one of Australia's fastest-growing technology distributors.

Key Skills & Qualifications

Hunter Mentality

You generate your own leads, build your own pipeline and create your own momentum.

Relationship Builder

You can build trust quickly and comfortably engage with business owners, technical specialists, installers and executives.

Enablement Focused

You enjoy educating customers, running workshops, conducting product demonstrations and helping partners grow their businesses.

Highly Organised

You confidently manage a large pipeline of opportunities, partners and projects simultaneously.

Competitive

You constantly improve your knowledge of the market, competing vendors and how to position a winning solution.

Driven & Autonomous

You take ownership, set your own pace and consistently deliver results.

Commercially Minded

You understand margin, profitability, project economics and how partners make money.

Strong Communicator

You can translate technical complexity into simple commercial value.

Professional Skills

• Excellent communication and presentation skills both in-person and online.

• Strong business development and prospecting capability.

• Ability to acquire new customers through phone calls, meetings, events and referral networks.

• Ability to educate and upskill partners on Networking, WiFi, Surveillance and Access Control solutions.

• Strong problem-solving and analytical ability.

• Ability to translate technical concepts into meaningful business outcomes.

• Comfortable presenting to groups ranging from small customer meetings through to large training events and partner roadshows.

• Strong CRM and pipeline management discipline.

Preferred Experience

Successful candidates may come from:

• IT Distribution

• MSP or IT Reseller Sales

• Networking Vendors

• Security Distribution

• Electrical Wholesale

• Security Integration

• Access Control Distribution

• AV Distribution

• Telecommunications Infrastructure

• Structured Cabling Businesses

Experience selling to one or more of the following partner types is highly regarded:

• Managed Service Providers (MSPs)

• IT Resellers

• System Integrators

• Security Installers

• Electrical Contractors

• Access Control Specialists

• AV Integrators

• Structured Cabling Companies

Industry Knowledge

Experience with one or more of the following technologies or vendors is advantageous:

Networking & Wireless

• Ubiquiti

• Cisco

• Aruba

• HPE

• Juniper

• Ruckus

Surveillance

• Hikvision

• Dahua

• Axis

• Bosch

• Avigilon

• Milestone

• Genetec

Access Control

• Gallagher

• ICT

• Inner Range

• Salto

• Suprema

• HID

• 2N

Collaboration & AV

• Crestron

• Biamp

• Q-SYS

• Logitech

• Jabra

• Poly

• Yealink

Partner Acquisition & Pipeline Growth

• Recruit a minimum of 30 new active reseller, installer or integration partners per month.

• Conduct 50-70 outbound calls per day to prospect, qualify and convert new channel partners.

• Maintain a dynamic, well-managed pipeline with clear visibility of future opportunities.

• Identify and target MSPs, IT Resellers, Security Integrators, Electrical Contractors and AV Specialists not currently transacting with Leader.

• Develop and execute territory growth plans focused on Networking, WiFi, Surveillance and Access Control.

• Consistently track prospecting activity, conversion rates and growth metrics.

Partner Enablement & Market Development

This is one of the most important parts of the role.

• Recruit, onboard and activate new partners into the UniFi ecosystem.

• Help security, electrical and AV partners expand into networking and WiFi opportunities.

• Help MSPs and IT resellers expand into Surveillance and Access Control opportunities.

• Deliver training workshops, roadshows, breakfast events and partner enablement sessions.

• Increase partner capability through education, certifications and hands-on demonstrations.

• Create advocacy programs that turn partners into long-term UniFi champions.

• Develop strategies to displace incumbent vendors and grow UniFi market share.

• Work closely with marketing to drive demand generation activities.

In-House Market Share Growth

• Drive deeper wallet share within existing partners.

• Understand competitive products currently being sold and identify opportunities to replace or displace them.

• Work alongside local sales teams and branch managers to drive growth.

• Own and manage key strategic accounts within your territory.

• Conduct business reviews to identify cross-sell and expansion opportunities.

• Position UniFi Full Stack solutions as the preferred platform for networking, surveillance and access control projects.

• Collaborate with technical pre-sales teams to deliver compelling customer outcomes.

Relationship & Territory Management

• Become the trusted advisor partners rely on.

• Maintain a structured cadence of calls, meetings and site visits.

• Represent Leader and Ubiquiti at industry events, expos, trade shows and partner days.

• Escalate and resolve partner issues quickly and professionally.

• Collaborate closely with product management, technical support, marketing and leadership teams.

• Build strong relationships within both the IT channel and the electrical/security industries.

Why Join Leader?

• Australian-owned with a national presence.

• One of Australia's fastest-growing technology distributors.

• Privately owned and agile with rapid decision-making.

• High-performance culture where results are recognised and rewarded.

• Access to over 10,000 channel partners nationally.

• Direct relationships with 70+ leading global technology vendors.

• Significant career growth opportunities.

• Industry-leading training, certifications and development programs.

• Opportunity to become one of Australia's leading experts in networking, surveillance and access control technologies.

Ideal Candidate Profile

The perfect candidate is someone who can walk into an MSP, security installer, electrical contractor or AV integrator and immediately establish credibility. They are comfortable building relationships, educating partners and helping customers expand their capabilities across UniFi Networking, WiFi, Protect and Access.

They understand that the biggest growth opportunities often come from helping partners sell solutions they do not sell today. This person is equally comfortable running a partner training workshop, attending a security industry event, meeting with an MSP owner or prospecting for new channel partners.

How to APPLY:

If this sounds like the role you’ve been seeking, please click APPLY and submit your resume along with a cover letter outlining why you are the right candidate for this role.

You must be an Australian citizen or permanent resident to apply. LEADER is an inclusive employer and welcomes diversity and inclusion in all its forms.

This position is subject to personality testing, an A Player Agreement, reference checks, and a thorough recruitment process.

Please complete your research: https://web.leadersystems.com.au/