Channel Account Manager - NetBox Labs

About the Role

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. 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.

We are looking for a hungry, high-energy doer; the person who makes things happen. The right candidate is a proven self-starter with initiative and self-sufficiency: someone who builds their own plan, creates their own momentum, and delivers results without waiting for direction.

Two things make this seat distinctive:

• The motion: 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.
• The team: 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.

Key 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.
• Selectively expand the partner portfolio: Evaluate inbound and prospective partners with discipline, working with the partner team to onboard only those that meaningfully strengthen coverage.
• Map and develop relationships: Relentlessly discover new contacts within Partner Field and Field Technical organizations, 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 Account Executives to move deals from registration to close.
• Coach as you close: Co-sell with Account Executives, run deal reviews, and share channel knowledge and deal instincts gained from experience.
• 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 team alignment: Enable effective interaction between NetBox Labs field/field technical teams and partner counterparts. Develop and maintain executive relationships with assigned partners.
• Learn relentlessly: Invest time to master the NetBox Labs platform, open source ecosystem, and network automation market as product and market dynamics change.
• Maintain data integrity: Keep Partner and Partner Deal information accurate and up to date within CRM systems (HubSpot) and provide reporting on key partner metrics.

Qualifications

• 3–5+ years of channel sales experience, with a strong emphasis on managing 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 measurable revenue impact (track record of partner-sourced pipeline and closed deals).
• Strong sales orientation and hunter mentality with direct experience in partner recruitment and pipeline generation.
• Demonstrated self-starter who thrives with autonomy and creates structured execution plans independently.
• Versatility across deal types: comfortable in fast-moving, high-volume deal environments as well as complex, multi-stakeholder enterprise deals.
• Coach’s mindset with a passion for collaborating with and mentoring sales reps.
• High learning agility to master complex technical products, ecosystems, and evolving markets.
• Start-up mindset with the ability to prioritize key activities in a fast-paced environment.
• Ability to leverage AI tools to accelerate partnerships and increase operational efficiency.
• Deep understanding of partner business models and sales cycles across diverse partner types.
• Experience with partner tools including PRM systems, CRM (HubSpot preferred), and deal registration platforms.
• Excellent interpersonal and negotiation skills to influence partner executives, sales reps, and technical stakeholders.

Preferred Qualifications

• Experience across large national VARs, regional VARs, and SI/consulting partners.
• Technical background or experience in networking, enterprise IT, cloud infrastructure, or security.
• Experience working at a hypergrowth startup.
• Familiarity with partners in Networking, Network Engineering, and/or Network Automation.

About NetBox Labs

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. Our products include NetBox Enterprise, a fully supported self-managed NetBox with advanced features, and NetBox Cloud, a secure, scalable, and reliable SaaS edition of NetBox.

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

Culture & Values

• We own and solve problems with high attention to detail.
• Our open source contributors, users, customers & team are all part of our community. When our community wins, we win.
• We prioritize simplicity and think twice before adding complexity.
• Clear communication helps keep our team aligned and collaborating smoothly.