Partner Manager / Senior Manager

At NetBox Labs, partnerships are a critical part of our go to market strategy and we work closely with global channel and systems integrator partners to help them deliver Network Projects to and fulfill NetBox Labs transactions for their customers . Our partners source new opportunities for NetBox Labs, facilitate transactions with IT Teams through resell and other fulfillment mechanisms, and provide the deep technical expertise and guidance our customers need to achieve modern network and infrastructure operations, observability, automation, and security.

We are seeking a passionate Partner Manager with startup chops to support our channel and SI partners.  Reporting to our CRO, the Senior Partner Manager will develop the relationships with our most strategic partners and will own the overall engagement, strategy, and outcomes with our go to market partners.  This leader will blaze new territory, be self-sufficient, and have a vision for the future for our overall partnership strategy and our relationships with individual partners.  In this role, you will be accountable for revenue generation from sourced partner opportunities, and will work closely with our sales, marketing, product, and other teams to maximize the potential of our partnerships.

In this role you will:

• Develop partner relationships and support successful engagements on customer projects in support of our revenue and strategic goals

• Coordinate across partner and NetBox Labs stakeholders to ensure successful partner outcomes

• Develop and execute partner enablement strategies to arm our partners with the knowledge they need to succeed with NetBox Labs products

• Identify and execute on partner marketing opportunities and expand our reach within existing partners, and engage with and develop new partner relationships

• Communicate with the NetBox Labs team about our partner strategy, goals, and progress, and marshal resources in service of your strategy

You will work closely with:

• Our CRO to develop and execute on partnership strategies

• Our sales team to coordinate, facilitate,  and convert on partner sourced opportunities

• Our marketing and product marketing teams to enable current partners and generate new partnerships

• Our product team to ensure our products meet the use cases we encounter in partner sourced opportunities, and identify the best use cases to target with our partners

Qualifications:

• 5+ years of Alliance, SI, and or Channel development and management

• Demonstrated track record of success developing channel and SI partnerships into significant opportunity and revenue channels

• Proven history of building and growing a substantial partner sourced opportunity pipeline

• Startup experience and comfort with a fast paced environment that requires self-sufficiency

• High technical aptitude - ability to operate without SE assistance except in complex customer engagements

• Facilitator of deals, navigating the relationship between Enterprise Sales Reps and Partners

• Strong understanding and track record of leveraging partners for additional marketing momentum

• Ability to Recruit, Qualify, and Enable both consulting and resale channel partners

• Capable of driving an Enablement and Product Expertise strategy with SI partners - building their comfort and skills with NetBox

• Track record of developing both field level and executive level relationships and strategic alignment with SI and Channel Partners

• Collaborative work style, ensuring sales, marketing, product, customer success, and engineering are aligned with their role in partnerships and are included in the development of partner strategies

• Ability to handle both large scale SI partnerships as well as higher volume of smaller resale and consulting relationships

Comp and benefits:

• Competitive salary and bonus

• Meaningful, early employee Series A equity

• Top of market medical, dental, and vision insurance

• 401K employer contribution, regardless of employee contribution

• Flexible, unlimited PTO

• Choice of tech – choose your laptop when you join

• Global team off-sites

Our culture and values: 

• We own and solve problems with an innovative mindset and high attention to detail. We are always striving for improvements in our platform and methodologies. 

• We put our community first and support our colleagues by sharing our knowledge and providing constructive feedback.

• We value simplicity and focus and think twice before adding complexity. 

• Given we are a remote-first team located all over the world, we value strong communication skills and an open, transparent culture. We use Google Apps, Slack, Zoom and Notion to collaborate in real time and work asynchronously. We also get together during the year at company events, plus at industry conferences, and meetups.

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.