About this role.
NetBox Labs is seeking a Channel Account Manager to grow partner-sourced revenue across VAR, SI, consulting, and technology-partner channels. The role combines partner recruitment, relationship mapping, co-selling, pipeline ownership, forecasting, and joint go-to-market execution. It requires 3–5 years of B2B high-tech channel-sales experience and comfort with SaaS, networking, infrastructure, or cybersecurity ecosystems. This is a high-velocity startup role emphasizing autonomous execution, enterprise deal capability, coaching, CRM rigor, and AI-enabled efficiency. The position is remote for candidates on the US East Coast.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I begin by segmenting partners according to market coverage, technical fit, seller engagement, and revenue potential. I create mutual account maps and business plans, establish regular pipeline reviews, enable partner sellers with clear positioning and deal-registration processes, and measure sourced pipeline, conversion, and closed revenue.
I would first diagnose whether the issue was motivation, enablement, account overlap, executive alignment, or unclear economics. In a prior approach, I reset expectations through a joint plan with named accounts, campaign activities, enablement milestones, and weekly pipeline checkpoints; this creates accountability and allows both parties to quickly adjust tactics.
I use a qualification framework based on strategic fit, addressable accounts, commitment from partner leadership, technical capability, and realistic revenue potential. Existing partners receive focused investment when they show measurable engagement and conversion, while prospective partners advance only after meeting clear onboarding and business-case criteria.
I would align the account executive and partner on stakeholder maps, partner value, technical resources, commercial roles, and next steps early in the cycle. I would run disciplined deal reviews, remove channel friction, ensure deal-registration accuracy, and help the team build a coordinated path from discovery through close.
I would track partner-sourced and partner-influenced pipeline, pipeline coverage, win rate, deal velocity, average deal size, registered-deal conversion, active seller participation, campaign outcomes, and closed revenue by partner. I would combine these metrics with qualitative feedback to determine where enablement, executive alignment, or portfolio changes are needed.
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. First, 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. Second, 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.
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, 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.
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 (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.
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 would be a significant advantage.
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.
Our culture and 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.
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. If you need accommodation at any point in the process, just let us know.
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