Alliance Manager

Arctic Wolf

About The Position

At Arctic Wolf, we're not just navigating the cybersecurity landscape - we're redefining it. Our global team of dedicated Pack members is driving innovation and setting new industry standards every day. Our impact speaks for itself: we've earned recognition on the Forbes Cloud 100, CNBC Disruptor 50, Fortune Future 50, and Fortune Cyber 60 lists, and we recently took home the 2024 CRN Products of the Year award. We’re proud to be named a Leader in the IDC MarketScape for Worldwide Managed Detection and Response Services and earning a Customers' Choice distinction from Gartner Peer Insights. Our Aurora Platform also received CRN’s Products of the Year award in the inaugural Security Operations Platform category. Join a company that’s not only leading, but also shaping, the future of security operations. Our mission is simple: End Cyber Risk. We’re looking for an Alliance Manager to be a part of making this happen. Location Strong preference for this individual to be based in the north central or western region of the U.S. About the Role The Alliance Manager will contribute to our Alliances team by developing and managing the strategy and execution of Arctic Wolf’s Tech Partner ecosystem go-to-market motions. Craft joint value content and establish Go-To-Market GTM) strategies for Arctic Wolf’s largest and most strategic technology integration partnerships to help drive incremental revenue for both sales teams. Establish, and track success against the correct metrics and KPIs, and work in partnership with the rest of the Alliances team to set appropriate growth and investment strategy. Work with Product Management and Engineering to handle any customer escalations and to develop the roadmap for existing and future integrations with named technology partners.

Requirements

Experience with Technology Partner Agreements, referral agreements, and building strategic engagement business and marketing plans
Familiarity with enterprise software and SaaS sales models, including the Reseller Channel and Distribution partnerships.
Proven ability to understand company KPIs, and build joint GTM plans with Technology Partners to further company goals.
Familiarity with market participants and trends in several of the following: MDR, EDR, Cloud Security technologies and implications, vulnerability management, security infrastructure, and compliance and GRC tools.
Compelling and succinct communication skills especially presenting with slideware.
At least two (2) years in a Technology Alliances (Business Development, Strategic Alliances), Channel Management, or Security Seller roles
Willing and able to travel up to 40%

Nice To Haves

Prior experience with AWS.

Responsibilities

Develop and execute go-to-market (GTM) strategy with an Arctic Wolf Alliance partner Amazon Web Services. GTM strategy to include direct seller channel/reseller engagement maps.
Track and regularly report on success metrics, including opportunities referred to and from Arctic Wolf, current ARR in pipeline, and closed-won and closed-lost deals.
Establish a business cadence with AWS ISM's, XSM's, PSM's and associated sales leaders including Quarterly Business Reviews (QBRs) and regular executive alignment
Build appropriate internal content to enable Arctic Wolf sellers on the benefits of partner solutions, and to enable partner sellers on the benefits of Arctic Wolf solutions
Build deep relationships with individual Arctic Wolf and AWS sellers, ensuring that every regional team has a strategy to engage with AWS
Attend industry events and coordinate with marketing on field events for select ecosystem partners
Partner with Alliances leadership to establish criteria for future / potential Technology Partners to expand Arctic Wolf GTM with AWS.

Benefits

Equity for all employees
Flexible time off and paid volunteer days
RRSP and 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

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