Channel Account Manager

Netwrix Corporation•TX, TX

About The Position

The Principal Channel Manager is responsible for growing Netwrix’s indirect sales pipeline through strong partner relationships, enablement, and strategic collaboration. Working cross-functionally with sales, marketing, and alliances, this role ensures alignment with Netwrix’s business goals and accelerates partner-led revenue.

Requirements

At least 5 years of experience in channel sales, partner management, or business development within cybersecurity, SaaS, or enterprise software.
Proven track record of driving revenue growth through indirect sales models, especially with VARs, distributors, and MSPs.
Existing relationships with key national partner stakeholders across PPM, sales, specialist, and engineering teams.
Deep understanding of partner ecosystems and experience managing partner enablement programs.
Strong collaboration skills and the ability to align with cross-functional teams, including sales, marketing, product, and alliances.
Analytical mindset and a data-driven approach to managing partner performance and refining strategy.
Excellent interpersonal, communication, and negotiation skills.
Experience with Partner Relationship Management (PRM) tools and CRM systems such as Salesforce.
Bachelor’s degree in Business, Sales, Marketing, or a related field.

Responsibilities

Execute Netwrix’s regional channel strategy to increase revenue through value-added resellers (VARs), distributors, and managed service providers (MSPs).
Develop and execute strategic partner growth plans with national partners, including short- and long-term goals, go-to-market planning, stakeholder maps and engagement strategies, technical enablement, marketing plans, and resource optimization.
Build and grow Netwrix mindshare within national partners, measured by partner team and sales penetration.
Enable partners through training, certifications, and tools that support Netwrix’s cybersecurity portfolio and value proposition.
Drive deal registration and pipeline development by actively engaging partners in co-selling motions.
Collaborate with internal sales and marketing teams to launch lead-generation programs, joint campaigns, and co-branded initiatives.
Track, analyze, and report on partner performance metrics to identify trends, gaps, and growth opportunities.
Ensure alignment with Netwrix’s global channel strategy, maintaining consistent messaging and execution across territories.
Represent Netwrix at key partner events, trade shows, and industry forums to enhance visibility and partner loyalty.