Channel Distribution Manager

Arctic Wolf

3d • $80,500 - $233,100

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 Distribution Manager to be a part of making this happen. Location Must be based in (TBD) area About the Role The Channel Distribution Manager at Arctic Wolf will be the primary liaison to our Distributor Partners. You will develop and execute a distributors plan with variable rebates and goals.

Requirements

• Successful sales experience with a channel-focused company and 2-tier distributors
• Proven track record of successful product management within a 2-tier model
• Knowledge of cybersecurity technology and leverage within a 2-tier model
• Ability to adapt to changes in roles and responsibilities and work independently with limited direction in a fast-paced environment; must be a high-energy, motivated self-starter
• Analytical thinker with proven ability to metric and govern
• Decision-making implications extend to multiple functions and/or businesses and impact the business directly
• Excellent verbal and written communication skills

Responsibilities

• Develop executive level relationships within the distributors.
• Manage relationships in a highly leveraged, matrixed environment with indirect reports.
• Develop goals that are measurable and drive productivity within our distributors.
• Conduct impactful QBRs with meaningful and measurable action items, as well as follow-up.
• Achieve revenue targets and goals for the distributors.
• Train and enable distributor sales teams and overlay personnel on Arctic Wolf solutions and Partner Program.
• Work across all business units both internally at Arctic Wolf and within distributors for operational efficiencies.
• Work closely with Alliances teams internally and within distributors to achieve regional goals.
• Driving demand: Work with distribution partners to generate prospective customers through channel campaigns and channel promotions and account mapping activities.
• Work with distribution to promotes up-sell and new sales opportunities within a channel partner’s existing and competitive accounts.
• Work with distribution to provide marketing/sales collateral to partners with prospective clients.
• Managing, administering and delivering certification training for distributor/partner sales and distributor/partner systems engineers.
• Onboarding and Enablement: Respond to partner requests that come from distribution and ensure proper field and inside sales alignment in partner end user opportunities.
• Track/monitor/support pipeline through distribution.
• Provide marketing/sales collateral and respond to channel inquiries regarding product, channel programs and channel promotions.
• Drives all aspects of business development and sales enablement initiatives and works with Director of Distribution to drive final account decisions.
• Develops recommendation from complex data and business analyses and formulates them into business plans.
• Leads and executes highly complex, time sensitive projects; identifies and recommends solutions for multifaceted operational and programmatic problems for specific account.
• Leads efforts to develop innovative business models and analyses to support multiple, large projects.

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