About the role
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 Responsibilities
Partner & 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.
Company Statement
At NETGEAR, we are on a mission to unleash the full potential of connectivity with intelligent solutions that delight and protect. We turn ideas into innovative networking products that connect people, power businesses, and advance the way we live.
We're a performance-driven, talented and connected team that's committed to delivering world-class products for our customers. As a company, we value our employees as the most essential building blocks of our success. And as teammates, we commit to taking our work to the Next Gear by living our values: we Dare to Transform the future, Connect and Delight our customers, Communicate Courageously with each other and collaborate to Win It Together. You’ll find our values woven through our processes, present in our decisions, and celebrated throughout our culture.
We strive to attract top talent and create a great workplace where people feel engaged, inspired, challenged, proud and respected. If you are creative, forward-thinking, passionate about technology and are looking for a rewarding career to make an impact, then you've got what it takes to succeed at NETGEAR. Join our network and help us shape the future of connectivity.
NETGEAR hires based on merit. All qualified applicants will receive equal consideration for employment. All your information will be kept confidential according to EEO guidelines.