Channel Account Manager

About the Role

Net Box 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 Net Box 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 Net Box 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 Net Box 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.

• 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 Net Box 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 Net Box 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 Net Box 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.

• 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…