MSP - Account Manager

Arctic Wolf • Eden Prairie, MN

1d • $58,800 - $108,000

About The Position

At Arctic Wolf, you won’t just watch the cybersecurity industry evolve – you'll help lead the change. Our global Pack is made up of people who thrive on solving hard problems, moving fast, and building technology that protects organizations around the world. We’re proud to be recognized by Forbes, CNBC, Fortune, CRN, Bartner Peer Insights and IDC MarketScape – but what matters most is the work behind it: delivering real outcomes for customers through award winning innovation like our Aurora Platform. If you’re looking for meaningful work, smart teammates and the chance to make a real impact in a high-growth company that’s redefining security operations, Arctic Wolf is the right place for you! Our mission is simple: End Cyber Risk. We’re looking for an Account Manager - MSP to be part of making this happen. Position Overview and Objective: We’re seeking a skilled and motivated Account Manager to join our Managed Service Provider (MSP) Account Management team. This individual will be assigned existing named MSP partners and be responsible for new business acquisition, renewals, cross-selling, and end-to-end account management, driving both growth and value for our cybersecurity solutions within our MSP channel. The ideal candidate has a solid track record in partner account management, understands the dynamics of MSP relationships, and is passionate about cybersecurity.

Requirements

• 2-5+ years of experience in account management, preferably within the cybersecurity or technology sector.
• Proven experience in managing and growing managed service provider (MSP) or channel partner accounts.
• Strong understanding of the cybersecurity landscape and MSP business models.
• Excellent communication and interpersonal skills, with the ability to build trust and credibility with partners.
• Proven track record of meeting or exceeding sales and retention targets.
• Proficiency in CRM software (SFDC) and other tools commonly used in account management.
• Conducts duties and responsibilities in accordance with AWN’s Information Security policies, standards, processes, and controls to protect the confidentiality, integrity and availability of AWN business information (in accordance with our employee handbook and corporate policies).
• Background checks are required for this position.
• This position may require access to information protected under U.S. export control laws and regulations, including the Export Administration Regulations (“EAR”). Please note that, if applicable, an offer for employment will be conditioned on authorization to receive software or technology controlled under these U.S. export control laws and regulations.

Nice To Haves

• Bachelor’s degree in business, or related field; relevant experience can be considered in lieu of a degree.

Responsibilities

• Develop and maintain strong relationships with MSP partners, serving as the main point of contact for their needs and inquiries.
• Understand MSP partners’ business models and objectives to drive alignment and mutual growth.
• Facilitate regular service reviews, gather feedback, and ensure that our services continue to align with partner needs.
• Identify new business opportunities within existing MSP accounts and work to onboard new MSP partners into our ecosystem.
• Develop strategies for upselling and cross-selling additional cybersecurity solutions within the install base.
• Drive sales of core cybersecurity services, utilizing an understanding of both the cybersecurity landscape and MSP business needs.
• Manage contract renewals and proactively address issues or concerns to increase renewal rates.
• Ensure seamless renewals by forecasting and tracking contract expiration dates, while implementing strategies to enhance retention and reduce churn risk.
• Collaborate with MSP partners to identify opportunities to expand their offerings with our additional services, aiming to provide comprehensive cybersecurity solutions.
• Educate MSP partners on new services and enhancements, positioning our services as a key component of their overall solution portfolio.
• Monitor partner performance, including revenue generation, growth metrics, and overall customer satisfaction.
• Provide regular reports and updates to leadership on MSP partner progress, highlighting areas for improvement and recommending solutions.
• Work closely with internal teams, including Partner Development Reps (PDR) Security Services (S2), and Concierge Security Teams (CST) to ensure alignment in strategy and execution for the MSP channel.
• Actively participate in the development of partner-focused marketing and sales campaigns to drive awareness and increase adoption among MSPs.

Benefits

• Equity for all employees
• Flexible time off and paid volunteer days
• 401k match
• Training and career development programs
• Comprehensive private benefits plan including medical, mental health, dental, disability, life and AD&D, and value-added services
• Robust Employee Assistance Program (EAP) with mental health services
• Fertility support and paid parental leave

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level