Technology Alliances Manager

Job description

ROLE OVERVIEW NetBox Labs is seeking a Technology Alliances Manager to own and scale our strategic technology ecosystem. This is a senior individual contributor role with direct business impact and high executive visibility. You will be the primary relationship owner and joint go-to-market driver for our most strategic technology partners — Red Hat Ansible, Nvidia, Cisco, HPE, Arista Networks, and Itential — with one clear mandate: open doors, drive business, and convert these relationships into revenue-producing routes to market for NetBox Labs, up to and including placement on our partners’ global price lists. Four of our five priority partners are among the largest technology companies in the world, where executive access is earned, not given. We’re looking for a sophisticated, alliance professional with relentless energy, initiative, and creativity — someone who builds their own momentum, navigates complex global organizations to reach the executives who matter, and is equally comfortable and productive with a senior leader in São Paulo, Bangalore, or Munich: a true citizen of the world. Reporting to the Vice President of Global Partnerships, you will work closely with Product, Engineering, Sales, and Marketing — and you will define the objectives and metrics by which NetBox Labs’ executive leadership tracks the alliance program’s progress. WHAT YOU’LL DO Alliance Strategy & Executive Access - Own the global technology alliance strategy across Red Hat Ansible, Nvidia, Cisco, HPE, Arista Networks, and Itential, ensuring the portfolio aligns 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 — these doors do not open by themselves. - 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. - Define partner tiering, engagement models, and investment levels across the technology alliance portfolio, and identify emerging partnership opportunities in adjacent ecosystems. Routes to Market & Joint Go-to-Market Execution - 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 — 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. - Partner with Sales team on account planning, opportunity identification, and co-selling with partner field organizations, and partner with Marketing on co-branded content, joint events, and demand campaigns. Product & Integration Alignment - Serve as the voice of the partner in internal product planning, ensuring partner integration requirements and joint roadmap opportunities are reflected in NetBox Labs’ priorities. - Work with Engineering and Product to scope and deliver certified integrations and joint solutions that create tangible customer value. - Maintain command of partner platform roadmaps, capabilities, and certification programs, and position NetBox Labs strategically within them. Executive Metrics & Alliance Governance - Define the objectives, KPIs, and scorecards for the technology alliance program — and build the reporting rhythm that enables NetBox Labs’ executive leadership to track and monitor progress with clarity and confidence. - Establish governance frameworks for each alliance: executive business reviews, partner lifecycle management, performance tracking, and long-range strategic planning sessions. - Report data-driven results to leadership: programs launched, integration adoption, partner-influenced pipeline, and route-to-market milestones such as price-list placement and partner-status achievements. Cross-Functional & Global Representation - 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. - Represent NetBox Labs at partner summits, industry forums, and ecosystem events worldwide, engaging partner executives across regions, cultures, and time zones. REQUIRED QUALIFICATIONS - 5-7+ years of experience in technology alliances, business development, or strategic partnerships within enterprise software, SaaS, or infrastructure technology — including direct experience with one or more priority partners (Cisco, Red Hat Ansible, Nvidia, HPE, Arista Networks, or similar network infrastructure and automation vendors). - A track record of earning executive sponsorship inside matrixed global organizations and converting it into commercial outcomes — global price list placement, resale or OEM agreements, marketplace listings, or equivalent routes to market. - Self-generated energy, initiative, and creativity: you build your own momentum, hunt for opportunity, and never sit back waiting for the business to come to you. - Demonstrated ability to define alliance objectives, metrics, and scorecards, and to communicate progress to executive leadership in clear, data-driven terms. - Deep domain expertise in network automation, network infrastructure, or IT operations technology — credible with both technical and business audiences at partner organizations. - Demonstrated executive presence and global refinement: culturally fluent, polished, and effective when engaging with senior executives throughout the Americas, APAC, and EMEA. - Proven ability to align stakeholders across Product, Engineering, Sales, and Marketing without direct authority. - Bachelor’s degree in Business, Engineering, Computer Science, or a related field; an advanced degree is a plus. PREFERRED EXPERIENCE - Experience with open source ecosystems or community-driven platform businesses; familiarity with network source of truth, IPAM, DCIM, or automation tooling such as Ansible, Nornir, or Terraform. - Background in product management, solutions engineering, or technical pre-sales — fluency in integration architecture discussions. - A successful record in large, complex deal negotiations; experience with hyperscaler marketplaces, global price lists, or channel/alliance programs at major technology vendors. - Understanding of agentic AI, MCP (Model Context Protocol), or API-first platform architectures and how they are reshaping enterprise infrastructure management. - International experience — living, working, or managing alliances across regions; additional languages are a plus. ABOUT NETBOX LABS: NetBox Labs helps companies build and manage complex networks. We help customers accelerate network automation by delivering open, composable products and supporting the network automation community. NetBox Labs is the commercial steward of open source NetBox, the world’s most popular network source of truth, and Orb, the next-generation open source network observability platform. Our products include NetBox Enterprise, a fully supported self-managed NetBox with advanced features, and NetBox Cloud, a secure, scalable, and reliable SaaS edition of NetBox. NetBox powers thousands of companies, and NetBox Labs is backed by investment from Notable Capital (formerly GGV), Grafana Labs CEO Raj Dutt, Flybridge, IBM, Salesforce Ventures, and Mango Capital. OUR CULTURE AND VALUES: - We own and solve problems with high attention to detail. - Our open source contributors, users, customers & team are all part of our community. When our community wins, we win. - We prioritize simplicity and think twice before adding complexity - Clear communication helps keep our team aligned and collaborating smoothly. NetBox Labs is proud to be an equal opportunity employer. We believe diverse teams build better software, and we welcome applicants of every race, color, religion, gender identity, sexual orientation, national origin, age, disability, and veteran status. If you need accommodation at any point in the process, just let us know.