[Hiring] Channel Account Manager @NetBox Labs

Role Description

NetBox Labs is seeking a Channel Account Manager (CAM) to play a key role in the growth and expansion of our partner business. You will report to the VP of Partnerships. Your mandate is simple to state and demanding to execute: drive NetBox Labs revenue by making our partners a force multiplier for our sales team. This requires you to enable partner sellers to find, position, and win with NetBox Labs across our critical VAR, SI, and Technology Partner channels.

In this role you will:

• Hunt for revenue: prospect relentlessly for new opportunities within and alongside our partners; work with partner sellers and our sales organization to uncover, register, and advance deals in their account bases.
• Selectively expand the partner portfolio: evaluate inbound and prospective partners with discipline, and work with the partner team to onboard only those that meaningfully strengthen our coverage.
• Map and develop relationships within the Partner Field and Field Technical organizations: discover new contacts, turn them into Champions for NetBox Labs, and convert those relationships into sales opportunities.
• Own the number: build, forecast, and be accountable for a robust pipeline of Partner Sourced sales opportunities, and co-sell alongside our Account Executives.
• Coach as you close: co-sell with our Account Executives, run deal reviews, and share your channel knowledge and deal instincts.
• Drive joint go-to-market execution: build partner business plans, launch sales campaigns and enablement with partners.
• Facilitate the effective and efficient interaction of NetBox Labs field and field technical teams with their counterparts at our partner organizations.
• Learn relentlessly: invest the time to master the NetBox Labs platform, our open source ecosystem, and the network automation market.
• Keep Partner and Partner Deal information accurate and up to date within our CRM system.

Qualifications

• 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.
• Proven success in growing and managing a portfolio of partners with a measurable revenue impact.
• A strong sales orientation and hunter mentality: hungry, energetic, and treats partner recruitment and pipeline generation seriously.
• A demonstrated self-starter who shows initiative and self-sufficiency.
• Range across deal types: thrive in a very active, fast-moving, deal-rich environment.
• A coach’s mindset: genuine enjoyment in collaborating with sellers.
• Learning agility: quickly master new products, ecosystems, and markets.
• Start-up attitude: ability to prioritize and act on the most important activities.
• Embrace AI: leveraging AI to accelerate partnerships and add efficiency.
• 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.

Preferred Experience

• Experience across the VAR landscape, including large national VARs, regional VARs, and SI/Consulting partners.
• Technical background or experience in networking, enterprise IT, cloud infrastructure, or security.
• Startup experience at an organization experiencing hypergrowth.
• Knowledge or background with partners in Networking, Network Engineering, and/or Network Automation.

Company Description

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.

NetBox powers thousands of companies, and NetBox Labs is backed by investment from Notable Capital, Grafana Labs CEO Raj Dutt, Flybridge, IBM, Salesforce Ventures, and Mango Capital.

NetBox Labs is proud to be an equal opportunity employer. We believe diverse teams build better software, and we welcome applicants of every race, color, religion, gender identity, sexual orientation, national origin, age, disability, and veteran status.