Channel Account Manager - Remote

Overview

NetBox Labs is seeking a Channel Alliance Manager (CAM) to play a key role in the growth and expansion of our partner business. You will report to the Sr. Director of Partnerships. We are seeking a high-impact, proactive, individual who will be responsible for the development of and driving the field relationships with our critical VARs, SIs, Technology Partners, and Distributor Channels.

In Short

• Work with the NetBox Labs partner team and sales organization to identify, recommend, evaluate, and onboard new partners.
• Map and develop relationships within the Partner Field and Field Technical organizations discovering new contacts and turning them into Champions for NetBox Labs.
• Facilitate the effective and efficient interaction of NetBox Labs field and field technical teams with their counterparts at our partner organizations. Develop and maintain executive relationships with assigned Partners.
• Develop and maintain a robust partner pipeline of Partner Sourced sales opportunities.
• Keep Partner and Partner Deal information accurate and up to date within our CRM system. Provide accurate and timely reporting on key partner indicators and metrics.

Requirements

• Minimum of 3 – 5 years of channel sales experience, with a strong emphasis on managing Value-Added Resellers (VARs), SIs, Boutique consulting firms, and Technology partners in the B2B high-tech space (SaaS, networking, Infrastructure, cybersecurity, etc.).
• Proven success in growing and managing a portfolio of partners with a measurable revenue impact.
• In-depth understanding of partner business models, and sales cycles for a wide variety of partners.
• Experience with partner tools including PRM systems, CRM (Hubspot preferred), and deal registration platforms.
• Excellent interpersonal and negotiation skills with the ability to influence Partner executives, sales reps, and technical stakeholders.
• Comfortable operating in a fast-paced, metrics-driven, and cross-functional environment.

Benefits

• Familiarity with 2-tier distribution models, regional distributor, and SI/Consulting.
• Technical background or experience in networking, enterprise IT, cloud infrastructure, or security.
• Prior experience scaling a channel program at a growth-stage or enterprise software company.
• Knowledge or background with partners in Networking, Network Engineering, Network Automation would be a significant advantage.