Channel Account Manager

NetBox Labs

Channel Account Manager seeking to drive partner business growth for NetBox Labs. Build and maintain relationships with Value-Added Resellers and Technology partners to increase revenues.

Posted 7/9/2026full-timeRemote • New York • 🇺🇸 United StatesMid-LevelSenior💰 $120,000 - $140,000 per yearWebsite

Tech Stack

Tools & technologies

Cyber SecurityOpen Source

About the role

Key responsibilities & impact

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, bringing the same drive to partner-sourced pipeline that a top seller brings to net-new logos.
Selectively expand the partner portfolio: we are always open to new partners, especially large ones, but our team is lean and we qualify rigorously. 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: relentlessly 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 to move deals from registration to close — at the pace our deal flow demands.
Coach as you close: co-sell with our Account Executives, run deal reviews, and share your channel knowledge and deal instincts that only experience teaches.
Drive joint go-to-market execution: build partner business plans, launch sales campaigns and enablement with partners, and hold both sides accountable for pipeline commitments.
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.
Learn relentlessly: invest the time to master the NetBox Labs platform, our open source ecosystem, and the network automation market — and keep learning as the product, the motion, and the market change week to week.
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.

Requirements

What you’ll need

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: you can point to the pipeline you sourced and deals you helped close.
A strong sales orientation and hunter mentality: hungry, energetic, and treats partner recruitment and pipeline generation the way a quota-carrying seller treats their number.
A demonstrated self-starter who shows initiative and self-sufficiency: you thrive with autonomy, create your own structure, and do not need hand-holding to deliver results.
Range across deal types: you thrive in a very active, fast-moving, deal-rich environment, and you have the skills and mindset for larger, multi-stakeholder enterprise deals as that mix grows.
A coach’s mindset: genuine enjoyment in collaborating with sellers; you measure your impact in the team’s numbers, not just your own.
Learning agility: you quickly master new products, ecosystems, and markets, and you are energized, not exhausted, by an environment where everything is new and changes daily.
Start-up attitude: Ability to prioritize and act on the most important activities while working as a team to respond. Collaboration/coordination with your peers is the key to success. We are extremely fast paced.
Embrace AI: Leveraging AI to accelerate partnerships and add efficiency to your activities will be key. AI allows us to move / respond quickly.
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.

Benefits

Comp & perks

Offers Equity
Offers Commission

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Partner Business Model UnderstandingSales Pipeline ManagementDeal Registration PlatformsSales Campaign DevelopmentForecasting and Reporting

Soft Skills

Self-Starter InitiativeCoaching and CollaborationLearning AgilitySales OrientationInterpersonal Skills