Principal Channel Account Manager

Netwrix Corporation

10d

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 the acceleration of partner-led revenue.

Requirements

8+ 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 with strong collaboration skills with the ability to align with cross-functional teams (sales, marketing, product, alliances).
Existing relationships with key CDW stakeholders throughout PPM, sales, specialist and engineering teams.
Deep understanding of partner ecosystems and experience managing partner enablement programs.
Strong collaboration skills with the ability to align with cross-functional teams (sales, marketing, product, alliances).
Analytical mindset with 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 (e.g., 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 a strategic partner growth plan with CDW that includes both short and long-term goals, GTM planning, stakeholder maps and engagement strategies, technical enablement, marketing plans and resource optimization.
Build and grow Netwrix mindshare within CDW measured by CDW 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 opportunities for growth.
Ensure alignment with Netwrix’s global channel strategy, maintaining consistency in messaging and execution across territories.
Represent Netwrix at key partner events, trade shows, and industry forums to enhance visibility and partner loyalty.