Commercial Channel Specialist

The Commercial Channel Specialist (CCS) is responsible for accelerating NetWitness’ indirect revenue growth across the North America region (U.S. focus) by driving strategic engagement with key distributors and channel partners. This role plays a critical part in expanding NetWitness’ footprint through a high-performing partner ecosystem.

The ideal candidate brings deep experience in cybersecurity or enterprise software channel sales, with a strong track record managing major distributors such as Ingram Micro and Arrow Electronics and driving measurable pipeline and revenue through partner-led motions.

Key Responsibilities:

• Own and exceed channel-driven revenue targets across the U.S. region
• Build and execute a scalable channel strategy aligned to NetWitness’ go-to-market priorities
• Develop and manage strategic relationships with Ingram Micro, Arrow Electronics, and key resellers, MSSPs, and solution providers
• Drive pipeline creation, deal acceleration, and partner-sourced revenue
• Collaborate closely with Regional Sales Directors and Account Executives
• Lead joint business planning (JBP) with distributors and top partners
• Enable partners on the NetWitness platform and security use cases
• Recruit and onboard high-impact partners
• Execute partner-led campaigns and demand generation initiatives
• Manage deal registration, pricing strategy, and incentives
• Provide accurate channel forecasting and pipeline visibility
• Act as a trusted advisor to partners
• Support complex enterprise opportunities

Requirements

• 5–8+ years in channel sales / partner management
• Cybersecurity or enterprise software experience preferred
• Proven success with Ingram Micro and Arrow Electronics
• Experience in indirect GTM models (VARs, MSSPs, SIs)
• Track record of meeting or exceeding quota
• Understanding of North American channel landscape
• Strong relationship management
• Strategic and execution-focused
• Cross-functional collaboration
• Strong communication and negotiation skills
• Pipeline and forecasting discipline
• High ownership and accountability

At NetWitness, we believe in challenging the established mindsets, approaches, and product categories in the information security industry. Every product that we deliver to market is based on a core set of principles grounded in the major paradigm shifts in play and the implications that they have for our customers.

And we live by values that support our actions every day and in everything we do.

Do the right thing – by our customers, employees, and shareholders...think long-term, but act with a sense of urgency.

What we do matters – our work makes a difference in the world.

We give a damn – about our customers, about what we’re doing, about each other...we’re in this together.

We are a fun company – building cool products with technical insight that help our customers solve meaningful problems.

Our mission is delighting our customers with everything we do. We provide thousands of customers around the world with essential security capabilities, leading with our Intelligence Driven Security Strategy and Vision, to protect their most valuable assets from cyber threats. With Net Witness’s award-winning products, organizations effectively detect, investigate, and respond to advanced attacks; reduce IP theft and cybercrime.

Benefits

Compensation Range: $80,000 – $100,000 annually

Commission: Additional commission structure available