Alliance Manager

Arctic Wolf

2d

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, Gartner 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 Alliance Manager to be a part of making this happen. Location Strong preference for this individual to be based in the TOLA or eastern 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
• 401k match and RRSP
• 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: Manager
• Education Level: No Education Listed