Position OverviewThe 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.
