NETGEAR is seeking a highly motivated and experienced Territory Account Manager to drive growth through strategic channel partnerships and enterprise customer engagement.
This role is responsible for recruiting, developing, and managing value-added resellers (VARs), managed service providers (MSPs), distributors, and key commercial partners to accelerate adoption of NETGEAR's enterprise networking portfolio, including switching, wireless access points, cloud-managed networking, and security solutions.
The ideal candidate is an aggressive, hunter-oriented sales professional with strong channel expertise, enterprise networking knowledge, and a proven track record of opening new accounts, winning competitive displacements, and driving sustained revenue growth.
This is a remote-based role with travel required up to 50% of the time.
Key ResponsibilitiesPartner & Channel Development- Identify, recruit, onboard, and develop strategic IT channel partners (VARs, MSPs, integrators, distributors).
- Proactively identify and pursue whitespace opportunities within high-potential partner accounts, driving net-new pipeline and incremental revenue growth.
- Leverage partner programs strategically to unlock new revenue streams, expand certifications, and activate under-penetrated partner segments.
- Originate and co-develop high-value enterprise opportunities with partners, driving aggressive pipeline creation and competitive displacement.
- Establish credibility through deep solution expertise, positioning NETGEAR to win against competitors by proactively targeting key end customers and decision-makers.
Sales & Revenue Growth- Develop and execute regional business plans to meet or exceed quarterly and annual revenue and margin targets.
- Identify, qualify, and close high-value enterprise networking opportunities.
- Build and maintain executive-level relationships (CEO, CTO, CIO, IT Directors, and decision-makers).
- Lead and support complex sales campaigns from prospecting through closure.
- Deliver accurate forecasting and maintain disciplined pipeline management in CRM systems.
Market & Strategy- Analyze competitive landscape and market trends to identify growth opportunities.
- Provide strategic feedback to Product Management and Marketing on customer needs and emerging trends.
- Advise internal Sales and Channel leadership on optimizing partner program benefits to increase partner mindshare and market share.
- Support go-to-market strategies for integrated wired, wireless, cloud, and security solutions.
Cross-Functional Collaboration- Work closely with Sales Engineering, Marketing, Product Management, Technical Support, Operations, and Distribution teams to optimize sales outcomes.
- Leverage trade shows, partner events, and customer engagements as active prospecting and pipeline generation opportunities, not passive brand-building activities.
Required Qualifications- Bachelor's degree in Business, Information Technology, or related field (or equivalent experience).
- 5-7+ years of experience in enterprise networking, channel account management, or related IT industry roles.
- Proven track record of consistently meeting or exceeding sales and revenue targets.
- Demonstrated success in recruiting, developing, and growing IT channel partners.
- Experience selling enterprise networking and/or security (SASE) technologies.
- Strong understanding of enterprise networking solutions including switching, wireless, cloud-managed networking, hardware, and software.
- Deep knowledge of channel dynamics, partner economics, and go-to-market strategies.
- Strong business acumen with the ability to advise leadership on partner strategy and growth initiatives.
- Excellent communication, presentation, negotiation, and executive engagement skills.
- Proficiency in Salesforce or similar CRM tools.
- Ability to work independently while collaborating effectively within cross-functional teams.
- Willingness to travel frequently within assigned region.
Preferred Qualifications- Experience working within structured partner success or channel enablement programs.
