Netboxlabs

Channel Account Manager

US East Coast Remote

Sponsorship not specifiedDetected 12 days ago

Cloud PlatformsGrafanaHubSpotSalesforceCRMSalesNegotiationCAMNetwork EngineeringCommunicationCollaborationMentoringAdaptability

About the role

You will report to the VP of Partnerships.
We are looking for a hungry, high-energy doer
First, the motion: this is a scaling business with real deal flow, a very active, fast-moving environment closing dozens of deals every quarter.

Responsibilities

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.
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.
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.
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.
drive NetBox Labs revenue by making our partners a force multiplier for our sales team.
That means hunting for partner opportunities, owning a partner-sourced pipeline, and expanding and deepening our existing partner relationships.
This requires you to enable partner sellers to find, position, and win with NetBox Labs across our critical VAR, SI, and Technology Partner channels, from large national VARs to strong regional players.
Selectively expand the partner portfolio: we are always open to new partners, especially large ones, but our team is lean and we qualify rigorously.

Requirements

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.
Start-up attitude: Ability to prioritize and act on the most important activities while working as a team to respond.
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.
Ability to prioritize and act on the most important activities while working as a team to respond.
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.
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.

Nice to have

Experience with partner tools including PRM systems, CRM (Hubspot preferred), and deal registration platforms.
Technical background or experience in networking, enterprise IT, cloud infrastructure, or security.
Startup experience at an organization experiencing hypergrowth.

Skills

We prioritize simplicity and think twice before adding complexity

Benefits

Evaluate inbound and prospective partners with discipline, and work with the partner team to onboard only those that meaningfully strengthen our coverage.
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.

Company info

this is a scaling business with real deal flow, a very active, fast-moving environment closing dozens of deals every quarter.
As our platform adds new features and capabilities, we are winning larger and more complex enterprise deals.
You need to keep pace with today's velocity and bring the experience to help us win upmarket.
our sales organization is early in its career and growing fast.
We need a CAM whose experience raises the whole team's game; co-selling, coaching deal strategy, and sharing hard-won channel craft.
Everything at NetBox Labs is new, and it changes daily.
This role rewards curiosity, adaptability, and the commitment to put in the time to master our platform, our open source community, and our market.
Experience here is a foundation to build on - never a playbook to coast on.
We are looking for a hungry, high-energy doer; the person who makes things happen.

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