Principal Channel Account Manager
Position Overview The Principal Channel Manager is responsible for growing Netwrix’s indirect sales pipeline through strong partner relationships, enablement, and strategic collaboration. Working cross-functionally with sales, marketing, and alliances, this role ensures alignment with Netwrix’s business goals and the acceleration of partner-led revenue.
Key Responsibilities
Execute Netwrix’s regional channel strategy to increase revenue through value-added resellers (VARs), distributors, and managed service providers (MSPs). Develop and execute a strategic partner growth plan with CDW that includes both short and long-term goals, GTM planning, stakeholder maps and engagement strategies, technical enablement, marketing plans and resource optimization. Build and grow Netwrix mindshare within CDW measured by CDW team and sales penetration. Enable partners through training, certifications, and tools that support Netwrix’s cybersecurity portfolio and value proposition. Drive deal registration and pipeline development by actively engaging partners in co-selling motions. Collaborate with internal sales and marketing teams to launch lead-generation programs, joint campaigns, and co-branded initiatives. Track, analyze, and report on partner performance metrics to identify trends, gaps, and opportunities for growth. Ensure alignment with Netwrix’s global channel strategy, maintaining consistency in messaging and execution across territories. Represent Netwrix at key partner events, trade shows, and industry forums to enhance visibility and partner loyalty. Qualifications 8+ years of experience in channel sales, partner management, or business development within cybersecurity, SaaS, or enterprise software. Proven track record of driving revenue growth through indirect sales models, especially with VARs, distributors, and MSPs with strong collaboration skills with the ability to align with cross-functional teams (sales, marketing, product, alliances). Existing relationships with key CDW stakeholders throughout PPM, sales, specialist and engineering teams. Deep understanding of partner ecosystems and experience managing partner enablement programs. Strong collaboration skills with the ability to align with cross-functional teams (sales, marketing, product, alliances). Analytical mindset with a data-driven approach to managing partner performance and refining strategy. Excellent interpersonal, communication, and negotiation skills. Experience with Partner Relationship Management (PRM) tools and CRM systems (e.g., Salesforce). Bachelor’s degree in Business, Sales, Marketing, or a related field. Our Values At Netwrix, our values guide every action: Next-Level Customer Focus -Customers first, always. We listen, protect, and go the extra mile— because their success is our mission. Excellence - We set high standards and take pride in delivering exceptional results. We celebrate wins, seek constant improvement, and address shortcomings professionally. Transparent Ownership - We celebrate our successes, own up to our mistakes, communicate openly, and face challenges head-on with a genuine commitment to doing the right thing. Winning with Clear Thinking - We value clarity, find straightforward solutions to complex problems, and make swift, effective decisions. Relentless Innovation - We continually seek better ways to serve our customers and stay ahead. We foster creative thinking, and we embrace new approaches. Industry-Leading Expertise - We take pride in our expertise and continuously seek to learn and share knowledge, striving to be the trusted experts our customers rely on. eXceptional Together - We believe in the power of collaboration and diverse perspectives. By valuing each other’s strengths, we achieve outcomes that surpass individual contributions. Join us in a culture where integrity, respect, and hard work are foundational. Be part of a team dedicated to making a lasting impact. Why You’ll Love Working at Netwrix Competitive Health Benefits Continuous Learning and Development Opportunities Team-Oriented, Collaborative, and Innovative Work Environment Regular Company Town Halls to Keep You Informed Opportunities for Career Growth and Advancement We pride ourselves on a culture that truly values employee input across various backgrounds and experiences. We look forward to welcoming new talent who can help us further our mission. Netwrix Corporation and its wholly owned subsidiaries are Equal Opportunity Employers (EEO) and welcome all applicants for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other protected characteristic under applicable law. Please let us know if you require any accommodation.