Technology Alliances Manager

About the role

You will own and scale the strategic technology ecosystem at NetBox Labs as a senior individual contributor with direct business impact and high executive visibility. You are the primary relationship owner and joint go-to-market driver for our most strategic technology partners, including Red Hat Ansible, Nvidia, Cisco, HPE, Arista Networks, and Itential, with the mandate to open doors, drive business, and convert these relationships into revenue-producing routes to market. You will operate in an environment where four of five priority partners are among the largest technology companies in the world, requiring you to earn executive access through sophistication, initiative, and creativity. You will build your own momentum while navigating complex global organizations to reach the executives who matter, operating comfortably across regions from São Paulo to Bangalore to Munich as a true citizen of the world. You will report to the Vice President of Global Partnerships and work closely with Product, Engineering, Sales, and Marketing, defining the objectives and metrics by which NetBox Labs' executive leadership tracks the progress and health of the alliance program.

Key facts

What you'll do

Define and own the global technology alliance strategy for Red Hat Ansible, Nvidia, Cisco, HPE, Arista Networks, and Itential, ensuring the portfolio aligns precisely with NetBox Labs' product vision, platform priorities, and go-to-market objectives.

Map the organization, build champions at every level, and convert them into VP- and C-suite sponsorship, recognizing that these doors do not open by themselves and require deliberate, proactive relationship building.

Run two motions in parallel: land fast, visible wins with nimble partners like Itential while executing the longer, more complex campaigns required to break through at Cisco, HPE, Arista, and Red Hat with sustained effort.

Define partner tiering, engagement models, and investment levels across the technology alliance portfolio while identifying emerging partnership opportunities in adjacent ecosystems.

Drive NetBox Labs onto partner global price lists and into resale, OEM, and marketplace programs that connect our products to partner sales organizations worldwide.

Design and launch joint GTM programs, including co-sell motions, joint solution packaging, co-marketing campaigns, and field enablement, with success measured in programs launched and partner-influenced pipeline.

Build multi-year joint business plans and lead complex commercial engagements, including contract negotiations, pricing strategy, and incentive structures with partners.

Partner with the Sales team on account planning, opportunity identification, and co-selling with partner field organizations, while collaborating with Marketing on co-branded content, joint events, and demand campaigns.

Serve as the voice of the partner within internal product planning, ensuring partner integration requirements and joint roadmap opportunities are reflected in NetBox Labs' priorities and engineering commitments.

Work closely with Engineering and Product to scope and deliver certified integrations and joint solutions that create tangible customer value and accelerate adoption.

Maintain command of partner platform roadmaps, capabilities, and certification programs, and position NetBox Labs strategically within them to maximize co-marketing and co-sell opportunities.

Define the objectives, KPIs, and scorecards for the technology alliance program and build the reporting rhythm that enables NetBox Labs' executive leadership to track progress with clarity and confidence.

Establish governance frameworks for each alliance, including executive business reviews, partner lifecycle management, performance tracking, and long-range strategic planning sessions.

Report data-driven results to leadership, highlighting programs launched, integration adoption, partner-influenced pipeline, and route-to-market milestones such as price-list placement and partner-status achievements.

Operate as the internal champion for technology alliances, building simple, repeatable playbooks that help internal teams and partner stakeholders co-sell and co-market effectively across regions.

Represent NetBox Labs at partner summits, industry forums, and ecosystem events worldwide, engaging partner executives across regions, cultures, and time zones to strengthen strategic alignment.

Requirements

5-7+ years of experience in technology alliances, business development, or strategic partnerships within enterprise software, SaaS, or infrastructure technology, demonstrating a sustained track record in these roles.

Direct experience with one or more priority partners, including Cisco, Red Hat Ansible, Nvidia, HPE, Arista Networks, or similar network infrastructure and automation vendors, with a proven ability to navigate their alliance and partner programs.

A documented history of earning executive sponsorship inside matrixed global organizations, showing the capability to build influence without direct authority.

Proven success defining objectives, KPIs, and scorecards for alliance programs, and building reporting rhythms that provide clear, data-driven visibility to executive leadership.

Experience designing and launching joint go-to-market programs, including co-sell motions, joint solution packaging, co-marketing campaigns, and field enablement that generate measurable partner-influenced pipeline.

Strong capability in building multi-year joint business plans, conducting contract negotiations, setting pricing strategy, and managing incentive structures with technology partners.

Exceptional cross-functional collaboration skills, with the ability to work effectively with Product, Engineering, Sales, and Marketing to align partner strategies with company objectives.

Comfort operating globally across regions, cultures, and time zones, with strong written and verbal communication skills in English and the ability to engage senior leaders anywhere in the world.

Nice to have

Preferred experience with NetBox or similar network source of truth platforms, providing familiarity with the ecosystem and user needs.

Background in networking, cloud infrastructure, or automation technology, with an understanding of how integrated solutions drive operational efficiency for customers.

Experience representing a technology vendor or solutions integrator in alliance or partnership roles, with a history of co-selling and joint marketing execution.

Practical notes

This is a US Remote engagement with no specified hours, travel, visa, or deadlines listed in the source material.