Channel Account Manager

This is a fully remote position, open to applicants in New York.

📋 Description

• Actively seek out revenue: persistently prospect for new opportunities both within and in collaboration with our partners; collaborate with partner sellers and our sales team to identify, register, and progress deals within their accounts, bringing the same determination to partner-generated pipeline as a leading seller does to acquiring new clients.

• Strategically enhance the partner portfolio: we are always open to onboarding new partners, particularly larger ones, but our team is streamlined and thorough in our qualification process. Assess incoming and potential partners with care, and collaborate with the partner team to onboard only those that significantly enhance our coverage.

• Cultivate and strengthen connections within the Partner Field and Field Technical teams: diligently identify new contacts, transform them into Champions for NetBox Labs, and convert those relationships into sales opportunities.

• Take ownership of the metrics: develop, forecast, and be responsible for a solid pipeline of Partner Sourced sales opportunities, and collaborate with our Account Executives to transition deals from registration to closure — in accordance with our deal flow requirements.

• Mentor while closing: partner with our Account Executives, conduct deal reviews, and share your channel expertise and deal instincts that are gained through experience.

• Propel joint go-to-market initiatives: create partner business plans, initiate sales campaigns and enablement with partners, and ensure accountability for pipeline commitments from both parties.

• Streamline the effective and efficient collaboration of NetBox Labs field and field technical teams with their counterparts at our partner organizations. Establish and nurture executive relationships with assigned Partners.

• Commit to continuous learning: dedicate time to master the NetBox Labs platform, our open-source ecosystem, and the network automation market — and continue learning as the product, strategy, and market evolve week by week.

• Maintain accurate and current Partner and Partner Deal information within our CRM system. Deliver precise and timely reporting on key partner indicators and metrics.

⛳️ Requirements

• A minimum of 3 to 5 years of channel sales experience, with a strong focus on managing Value-Added Resellers (VARs), System Integrators (SIs), boutique consulting firms, and technology partners in the B2B high-tech sector (SaaS, networking, infrastructure, cybersecurity, etc.).

• Demonstrated success in expanding and managing a portfolio of partners with a measurable revenue effect: you can reference the pipeline you developed and the deals you contributed to closing.

• A strong sales orientation coupled with a hunter mentality: enthusiastic, driven, and approaches partner recruitment and pipeline generation with the same commitment as a quota-carrying seller approaches their targets.

• A proven self-starter who exhibits initiative and independence: you flourish with autonomy, construct your own framework, and require minimal guidance to achieve results.

• Versatile across deal types: you excel in a dynamic, fast-paced, deal-rich environment and possess the skills and mindset for larger, multi-stakeholder enterprise deals as that mix expands.

• A coaching mindset: genuinely enjoy collaborating with sellers; you assess your impact based on the team’s performance, not just your individual achievements.

• Learning agility: you quickly grasp new products, ecosystems, and markets, and you thrive in an environment where everything is new and evolves daily.

• Start-up mentality: capable of prioritizing and acting on the most critical tasks while working collaboratively as a team to respond. Coordination with peers is essential for success in our fast-paced environment.

• Embrace AI: Utilizing AI to expedite partnerships and enhance efficiency in your tasks will be crucial. AI enables us to act swiftly.

• Comprehensive understanding of partner business models and sales cycles across a diverse range of partners.

• Familiarity with partner tools including PRM systems, CRM (preferably Hubspot), and deal registration platforms.

• Exceptional interpersonal and negotiation abilities with the capability to influence Partner executives, sales representatives, and technical stakeholders.

🏝️ Benefits

• Offers Equity

• Offers Commission