Channel Account Manager

Arctic Wolf

3d • $67,700 - $166,500 • Remote

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 a Channel Account Manager to be a part of making this happen. This is a remote role but must be based out of Maryland, DC, VA, or PA. The CAM will lead the strategy and manage activities with Regional Channel partners to identify and grow sales opportunities for AWN. They will lead the channel engagement strategy for the region.

Requirements

• 3+ years channel sales and territory management in networking or security sectors
• Experience building business and marketing plans with partners.
• Experience with the Distribution channel model
• Experience in sales forecasting, opportunity identification and drive to close
• Candidate must thrive in a fast-paced, ever-changing environment.
• Excellent written and verbal communication skills
• Excellent presentation skills
• Skilled in Conflict Management
• Drive for Results
• 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 laws and regulations.

Responsibilities

• Establish productive, professional relationships with key personnel in assigned Select Partner level account.
• Build a plan for partner enablement and training in assigned territory for key partner(s).
• Coordinates the involvement of company personnel, including support, service, and management resources in order to meet partner performance objectives and partner’s expectations.
• Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of sales cycle and update Salesforce accordingly.
• Meet and exceed sales quotas and revenue goals.
• Proactively leads a joint partner planning process that develops mutual performance objectives, critical milestones (e.g., training certification) in conjunction with Distribution resources (sales, support, etc.).
• Manages potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Arctic Wolf’s channel program guidelines.
• Drives sales of new technology adoption in assigned territory.
• Proactively recruits new qualifying partners.

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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed