Enterprise Networking Account Manager

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. In this capacity, the hire owns the end-to-end performance of assigned key territories, owning both the strategic partner ecosystem and direct enterprise wins. The individual will own the recruitment, development, and strategic expansion of a high-performing portfolio of value-added resellers, managed service providers, distributors, and key commercial partners. They own the generation of net-new pipeline by identifying and pursuing whitespace opportunities within priority partner accounts and key enterprise decision-makers. This role owns the origination and co-development of complex, high-value networking and security opportunities, ensuring aggressive pipeline creation and competitive displacement against rival platforms. The hire is responsible for establishing deep solution credibility and positioning NETGEAR to win against competitors through proactive engagement with critical end customers and executive stakeholders. They own the development and execution of regional business plans designed to meet or exceed quarterly and annual revenue and margin targets. This position requires ownership of forecasting accuracy and disciplined pipeline management within CRM systems to ensure predictability and growth. The role further owns the analysis of competitive landscape and market trends to surface actionable growth opportunities and inform strategic decisions. Ultimately, the hire owns the advisory function to internal Sales and Channel leadership, recommending optimizations to partner program benefits to increase partner mindshare and market share.

Key facts

What you'll do

• Identify, recruit, onboard, and develop strategic IT channel partners including VARs, MSPs, integrators, and distributors to accelerate enterprise adoption.
• Proactively identify and pursue whitespace opportunities within high-potential partner and enterprise accounts to drive net-new pipeline and incremental revenue growth.
• Originate and co-develop high-value enterprise opportunities with partners, executing aggressive strategies for pipeline creation and competitive displacement in target verticals.
• Leverage partner programs strategically to unlock new revenue streams, expand certifications, and activate under-penetrated partner segments across priority regions.
• Establish credibility through deep solution expertise, positioning NETGEAR to win against competitors by proactively targeting key end customers and decision-makers at the executive level.
• Develop and execute regional business plans that integrate channel and direct strategies to meet or exceed quarterly and annual revenue and margin objectives.
• Identify, qualify, and close high-value enterprise networking opportunities across switching, wireless access points, cloud-managed networking, and security solutions.
• Build and maintain executive-level relationships with CEOs, CTOs, CIOs, IT Directors, and other key decision-makers to sustain long-term growth.
• Lead and support complex sales campaigns from initial prospecting through solutioning, negotiation, and closure across multi-threaded stakeholder environments.
• Deliver accurate forecasting and maintain disciplined pipeline management in CRM systems to ensure transparency, alignment, and reliable revenue predictions.
• Analyze competitive landscape and market trends to identify growth opportunities and provide strategic feedback to Product Management and Marketing teams.
• Advise internal Sales and Channel leadership on optimizing partner program benefits to increase partner mindshare, engagement, and market share within assigned territories.
• Support go-to-market strategies for integrated wired, wireless, cloud-managed, and security solutions, ensuring coherent messaging and value articulation.
• Utilize trade shows, partner events, and customer engagements as active prospecting and pipeline generation opportunities rather than passive brand-building exercises.
• Collaborate closely with Sales Engineering, Marketing, Product Management, Technical Support, Operations, and Distribution teams to optimize sales outcomes and remove barriers to growth.

Requirements

• 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 in prior roles.
• Demonstrated success in recruiting, developing, and growing IT channel partners over time.
• Experience selling enterprise networking and/or security technologies, including SASE solutions, in complex environments.
• Strong understanding of enterprise networking solutions including switching, wireless, cloud-managed networking, hardware, and software stacks.
• Deep knowledge of channel dynamics, partner economics, and go-to-market strategies across multiple partner types.
• Strong business acumen with the ability to advise leadership on partner strategy, growth initiatives, and market opportunities.
• Excellent communication, presentation, negotiation, and executive engagement skills across hierarchical levels.
• Proficiency in Salesforce or similar CRM tools for managing pipeline, forecasting, and partner records.
• Ability to work independently while collaborating effectively within cross-functional teams spread across remote and office-based environments.
• Willingness to travel frequently within assigned region, with travel requirements up to 50% of time as necessary for partner and customer engagement.

Nice to have

• Experience working within structured partner success or channel enablement programs that emphasize measurable outcomes and performance metrics.

Practical notes

This role is remote-based with travel required up to 50% of the time.