Channel Account Manager

NetBox Labs

3d

About The Position

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. NetBox Labs helps companies build and manage complex networks. We help customers accelerate network automation by delivering open, composable products and supporting the network automation community. NetBox Labs is the commercial steward of open source NetBox, the world’s most popular network source of truth, and Orb, the next-generation open source network observability platform. Our products include NetBox Enterprise, a fully supported self-managed NetBox with advanced features, and NetBox Cloud, a secure, scalable, and reliable SaaS edition of NetBox. NetBox powers thousands of companies, and NetBox Labs is backed by investment from Notable Capital (formerly GGV), Grafana Labs CEO Raj Dutt, Flybridge, IBM, Salesforce Ventures, and Mango Capital.

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.

Nice To Haves

• 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.

Responsibilities

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 11-50 employees