Partner Development Representative

Arctic Wolf Networks-posted 9 days ago

Full-time • Mid Level

Eden Prairie, MN

1,001-5,000 employees

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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 Partner Development Representative to be part of making this happen.

Recruit, enable and manage MSP and Resale partners in assigned territory.
Effectively articulate the requirements, expectations, and benefits of the Arctic Wolf Channel Program
Building strong relationships with channel partners to generate revenue and opportunities
Develop a cohesive business plan for the partners and execute effectively against that plan
Team with channel partners to build pipeline and close deals (joint call out days, spiff, campaigns, etc.).
Initiating lead generation programs with partners
Achieve against a set of pre-agreed sales targets and KPI's on a monthly/quarterly/annual basis
Ensure consistency in terms of the company’s channel sales strategy & execution
Liaise between inside/field sales teams (and CAMs) to support identification and recruitment (where needed) of partners with experience in both Resale and MSP
Building strong working relationships with sales, customer success and channel marketing
Field and route inbound partnership requests appropriately (support new on-boarding processes)
Provides impeccable support for assigned CAM teams and partners
Capturing of accurate and complete partner and customer data in SFDC
Outbound Calls: Work with assigned partners to generate prospective customers through channel campaigns and channel promotions and account mapping activities
Promotes up-sell and new sales opportunities within partner’s existing and competitive accounts
Provide marketing/sales collateral to partners with prospective clients
Managing, administering and delivering certification training for partner sales and partner systems engineers
Inbound Calls: Respond to partner requests and ensure proper field and inside sales alignment in partner end user opportunities
Track/monitor /support partner pipeline
Provide marketing/sales collateral and respond to channel inquiries regarding product, channel programs and channel promotions.
Work with other Arctic Wolf sales resources to support identified opportunities
Consistently articulate Arctic Wolf value proposition to assigned partners

Bachelor’s Degree
Valid Passport
Proven experience of managing channel partners in a technology environment
Experience in facilitating onboarding and enablement activities for channel partners
Knowledge of software/services channel ecosystems
Familiarity with CRM and forecasting systems
Strong Negotiation skills
Strong Presentation skills
Strong Communication and Interpersonal skills
Excellent telephone communication skills
Ability to thrive in a team selling environment

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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