Partner Development Representative

Arctic Wolf is a global leader in security operations, delivering the first cloud-native security operations platform to end cyber risk. Powered by threat telemetry spanning endpoint, network, and cloud sources, the Arctic Wolf® Security Operations Cloud ingests and analyses trillions of security events each week to enable critical outcomes for most security use cases. The Arctic Wolf® Platform delivers automated threat detection and response at scale and empowers organisations of any size to stand up world-class security operations with the push of a button.

Our mission is simple: End Cyber Risk. We’re looking for a Partner Development Representative to join our team, based in the Germany to be part of making this happen

Position Overview and Objective

The Partner Development Representative recruits, enables, and manages MSP and Resale partners in assigned territory who effectively articulates the requirements, expectations, and benefits of the Arctic Wolf Channel Program.

Primary Responsibilities and Duties

Achieve against a set of pre-agreed sales targets and KPI's on a monthly/quarterly/annual basis by building strong relationships with Channel Partners. 

Develop a cohesive business plan (number of leads, calls, and meetings) with the partner executive team and drive effective execution and regular business reviews against that plan.

Goes into the field and generates specific number of leads based on relationship building.

Gets deal registration and plan for attainment; strategises on how to execute plan within own partner communities.

Finds small sized partners that have customers that can be funnelled to the Account

Executive team.

Team with channel partners to build pipeline and initiate lead generation programs with partners. Manage partner sales funnel and close deals (joint call out days, spiff, campaigns, etc.).

Serve as liaison between inside/field sales teams (and CAMs) to identify, recruit (where needed) and support partners with experience in both Resale and MSP.

Engaged in active Outbound and Inbound call campaigns and establish a cadence of contact at key points of pipeline development and partner engagement and development. 

Effectively articulate the requirements, expectations, and benefits of the AWN Program.

Provide support for the tier 2 regional partner ecosystem on all programs, marketing, and sales campaigns to grow and retain partnership.

Provides contracts to new partners and sees them through to completion.

Key Skills

Knowledge of software/services channel ecosystems

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 and excellent telephone skills

Key Competencies

Drive for Results

Conflict management

Organisational Agility

Minimum Qualifications

Bachelor’s Degree

2 years of professional experience in business environment

1+ years in an inside sales environment working with Channel partners

Experience working in a collaborative team environment

A proven track record of consistent goal quota achievement

Preferred Qualifications

Proven experience of managing channel partners in a technology environment

 Experience in facilitating onboarding and enablement activities for channel partners

2+ Years sales development or partner management experience

Our values: At Arctic Wolf, we cultivate a collaborative and productive work environment that welcomes a diversity of backgrounds, cultures and ideas to make our teams even stronger as we grow globally. We were named one of the 50 most innovative companies in the world (Fast Company) - and the second most innovative security company. Other awards include Top Workplace USA, Best Places to Work - USA, Great Place to Work - Canada and of course Kununu "Top Company" in Germany. Arctic Wolf is an equal opportunity employer and we consider applicants for employment without regard to race, colour, religion, gender, orientation, national origin, age, disability or genetics. Arctic Wolf is committed to creating a welcoming, accessible, respectful and inclusive environment that provides equal access and participation for people with disabilities. Therefore, we strive to make our entire employee experience as accessible as possible and, wherever possible, provide necessary accommodations to applicants and employees with disabilities and/or other specific needs. Come and join our pack during this exciting time of rapid growth, where every employee makes a difference, contributions are recognised and many exciting development opportunities arise. Have we sparked your interest? Then send us your CV and also your references.